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analyzes the patterens of interaction betweeb people in terms of outcomes that people incur in the form of rewards and costs
social echange theory
people in relationships exchange rewards and costs to relative to what each partner has come to expect out of the relationship in general, relative to the rewards and costs they could find in some other relationship
comparison level /CL
refers to what a person believes he or she is entitled to in a given relationship
comparison level for alternatives / CLalt
refers to the alternatives that a person has to his or her current situation
people give and receive benefits with the expectation of receiving comparable benefit in return soon afterward, people dont feel a long term responsibility for others in the business
people feel a personal responsibility for the needs of other people, the idea is that if a person has been a part of an organization, the organization should stand by this person in their time of need
openness and self-disclosure
from- limited to safe socially acceptable topics
to-disclosure goes beyond safe areas to include personally sensitive, private, and controversial topics, and aspects of self
knowlege of each other
from-surface biographic knowlege impressionistic in nature
to- knowlege is multifaceted and extens to core aspects of personality, needs, and style
prediciability of Other's reaction and responses
from-limited to socially expected or role-related responses, and those based on 1st impressions or repeated surface encounters
to-predictability of other's reactions extends beyong stereotypical exchange and inclues a knowledge of the contingencies affecting the other's reactions
uniqueness of interaction
to-exchanges are stereotypical, guided by prevailing social norms or role expectations
to-exchanges are idiosyncractic to 2 people, guiede by norms that are unique to the relationship
multi-modality of communication
from- largely limited to verbal channels of communication and sterotypical or unintended nonverbal channels
to- includes multiple modalities of communication, including nonverbal and verbal shorthand specific to the relationship or the individuals invovles; less restrictiveness of nonverbal
substitutablity of communication
to-little substitution among alternative models of communicaation
from-possession of and ability to use alternative modes of comminication to convey the same message
capacity of conflict and evaluation
from-limited capacity for conflict; use of conflict avoidance techniques; reluctance to criticize
to-readiness and ability to express conflict and make positive and negative evaulations
spontaneity of exchange
from-interactions tend to be formal or comfortably informal as prescribed by prevailing soical norms
to- Greater informality and ease of interaction; movement across topical areas occurs readily and without hesitation and formality
is a constructive, active intercention, occurs when a person actively discusses problems, seeks help, tries to change some aspect of the situation or is otherwise positively engaged, tyring to improve conditions
is a constructive, but passive course of action, passibely waits for things to improce, optimistically waiting for improvement
is a destructive, passive course of action, the person engaging in this is passively allowing the relationship to deterioate, this person has not been satisfied in the relationship and has made low investnments in the relationship
is a destructuve, active course of action, refers to actively ending a relationship, refers to actively ending a relationship, a person might search for a different job, a transfer, or quit. The partner could simply leave the relationship
is an expression of confidence in another person or group of people that you will not be put at risk, harmed, or injured by thier actions, positive expectation that another person will not act opportunistically, measn that we could be exploited by that person
encompasses our belief that someone possesses the technical and interpersonal skills to carry through with his or her promise
is our belief that the other person is not misrepresenting himself or herself and is neither omittimg nor committing falsehoods
predicted on fear of reprisal if trust is violated , follow through on thier promises because they fear the consequences if they violate the trust, is effective to the extent that someone has the ability to make credible threats and carry our punishments, trust often invovles contracts and various forms of bureaucracy and someitmes, surveillance.
trust that derives from a person's history of interaction with someone, trust is based on personal repository of information about another person
trust that is based on a person's ability to empathize with another person, it allows one person to act as an agent for another person, the idea is that people understand one another so well and have such aligned interests that each can act on behalf of the other
is a composite of your education, skills, and experience, it is a summation of your talent and expertise,
refers to your web of personal and business networks of people, information , ideas, leads, business, opportunities and so on.
Gregory has a network of relatively close colleagues; the key people in Gregory's network all know and trust one another
clique network advantages
high cohesion, loyalty and support, increased efficiency of decision making
clique network disadvantages
redundant communication, biased communication, groupthink, dispensable members
boundary-spanning Network advantages
leverages diversity, capitalizes on opportunity, greater innovation, earlier promotions, higher salaries
boundary-spanning network disadvantages
greater conflict in both task and relationships, power stuggles
connect the network with other parts of the company. they step out of thier functional comfort zone and consult with different kinds of people
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