07 Power and Influence in the Workplace Flashcards
Power is the capacity to (blank)
influence others
The essence of power is (blank)
control over the behaviors of others
This refers to the capacity to keep a more powerful person or group in the exchange relationship
countervailing power
Countervailing power ensures (blank)
that the powerful party uses their power judiciously
2 other reasons for compliance
- obedience
- acceptance of authority
Acceptance of authority is sometimes referred to as (blank)
consent of the governed
5 sources of power
- legitimate
- reward
- coercive
- expert
- referent
Which among the 5 sources of power originate mostly from the power holder’s formal position or informal role?
- legitimate
- reward
- coercive
Which among the 5 sources of power originate mostly from the power holder’s own characteristics?
- expert
- referent
This source of power is based on job descriptions and mutual agreement
legitimate
This source of power is based on a person’s access to rewards that the follower/s want
reward
This source of power is based on a person’s ability to impose forms of punishments that follower/s fear
coercive
A common manifestation of coercive power
peer pressure
This source of power is based on a person’s expertise, competence, and information in a certain are that followers believe or need
expert
This source of power is based on a person’s attractiveness to and friendship with the followers that they respect and like
referent
These 2 sources of power originate within the person and not the position
- expert
- referent
This source of power is associated with charismatic leadership
referent
4 other sources of power in organizations
- process
- representative
- coalition
- information
This source of power refers to the control over methods of production and analysis
process power
This source of power is the formal right conferred by the org to speak for and to a potentially important group
representative power
This source of power is the ability to control another’s behavior indirectly due to an owed obligation or as part of a larger collective interest
coalition power
This source of power is the access to and/or the control of information
information power
The process by which managers help others to acquire and use the power needed to make decisions affecting themselves and their work
empowerment
Empowerment views power as (blank)
something that can be shared
This refers to any behavior that attempts to alter someone’s attitudes or behavior
influence
Simply put, influence is (blank)
power in motion
3 directions of influence
- downward
- lateral
- upward
11 types of influence tactics
- rational persuasion
- inspirational appeals
- consultation
- collaboration
- personal appeals
- apprising
- ingratiation
- exchange
- legitimizing tactics
- pressure
- coalition tactics
An influence tactic that uses logical arguments and factual evidence to show task completion
rational persuasion
An influence tactic that appeals to the followers’ values, ideals, and aspirations or by increasing their confidence
inspirational appeals
An influence tactic that seeks target input or active participation
consultation
An influence tactic that offers assistance to followers and provides resources for task completion
collaboration
An influence tactic that appeals to the followers’ loyalty and friendship
personal appeals
An influence tactic that uses logical arguments and factual evidence to show benefits to the followers
apprising
An influence tactic that uses praise, flattery, friendly/helpful behavior
ingratiation
An influence tactic that offers an exchange of favors and willingness to reciprocate at a later time
exchange
An influence tactic that claims the authority or right by virtue of position
legitimizing tactics
An influence tactic that uses demands, threats, intimidation
pressure
An influence tactic that enlists the aid of others close to the follower
coalition tactics
3 possible consequences of influence tactics
- resistance
- compliance
- commitment
The behavior of people when the consequence of influence tactics is resistance
oppose the behavior desired by the influencer
The behavior of people when the consequence of influence tactics is compliance
motivated by external sources or rewards to implement a request
The behavior of people when the consequence of influence tactics is commitment
identify with and highly motivated to implement request
3 least effective influence tactics
- pressure
- coalition
- legitimizing tactics
5 most effective influence tactics
- rational persuasion
- inspirational appeals
- consultation
- collaboration
- apprising
3 influence tactics related to resistance
- pressure
- coalition
- legitimizing tactics
2 influence tactics related to compliance
- exchange
- apprising
2 influence tactics related to commitment
- rational persuasion
- inspirational appeals
