Chapter 10 - Power and Influence

Question 1

Describe the dependency model

Answer 1

Person A either controls, or is perceived to control, access to the desired goal of Person B.
Provided there is some degree of trust between the two, Person A will have Power over Person B, whilst Person B will also have countervailing power over Person A.

Question 2

Compare and contrast few close friends vs many weak acquaintances and the impact on social capital

Answer 2

Larger networks appear to have larger resource availability and diversity.

1. Friends are often similar to one another whereas acquaintances have more diversity.
2. Friends will share resources more willingly than acquaintances.
3. Friends resources are often similar to one another whereas acquaintances may have resources you don’t have.

Question 3

3 Causes of Organisational Politics

Answer 3

1. Scarcity of resources
2. Lack of rules
3. Tolerance to self-serving influence/org politics

Question 4

4 Key elements of Persuasion

Answer 4

1. Message
2. Persuader
3. Audience
4. Medium

Question 5

4 things to improve message persuasion

Answer 5

1. Multiple view points
2. Inoculation effect
3. Emotion and Logic
4. Repetition

Question 6

Describe the Inoculation effect

Answer 6

Pre-warning the audience to a countering point so they are prepared to defend it when received

Question 7

5 Power Bases

Answer 7

1. Legitimate
2. Reward
3. Coercive
4. Expert
5. Referrent

Question 8

4 Contingencies of Power

Answer 8

1. Substitutability
2. Centrality
3. Visibility
4. Discretion

Question 9

Difference between influence and power

Answer 9

Influence is Power in motion.

Power is the potential to influence whereas influence is the creating a change in attitude or behaviour.

Question 10

3 Types of soft influence found with Charisma

Answer 10

1. Persuasion
2. Exchange
3. Impression management (inc. ingratiation)

Question 11

3 levels and consequences of influence

Answer 11

1. Resistance
2. Compliance
3. Commitment