Chapter 10 - Power and Influence in the Workplace

Question 1

What is power?

Answer 1

The capacity of a person, team or organization to influence others

Question 2

What does power involve?

Answer 2

• Power is the act not the potential
• Power is based on the target’s perception
• Power involves assymetric dependence

Question 3

What is Reward Power?

Answer 3

Power derived from a person’s ability to administer rewards

Question 3

What is countervailing power?

Answer 3

The power the dependent possesses that helps him keep the dominant in check

Question 4

What are the five sources of power?

Answer 4

• Legitimate
• Reward
• Coercion (punishment)
• Expert
• Referant

Question 5

What are the four contingencies of power?

Answer 5

• Non substitutiability of a department or individual
• centrality
• disrection
• visibility

Question 5

What is Legitimate Power

Answer 5

Power granted (usually through position/authority. That allows people in certain roles to request certain behaviours of others

Question 5

What is Coercive Power?

Answer 5

Power derived from a person’s ability to administer punichment

Question 6

What is Expert Power?

Answer 6

Power held by an individual or work unit due to the valued skills and knowledge they posses

Question 7

What is the hierachy for expertise coping

Answer 7

1. Prevention
2. Forecasting
3. Absorption (absorbing/neutralizing the impact as it occufs)

Question 8

What is Referant Power?

Answer 8

The capacity to influence others based of an identification with and respect for the power holder. Associated with Charisma

Question 9

Deference to Power Note

Answer 9

Deferential followers rarely evaluate the appropriateness of the request behaviour or the powerholder’s right to make this request

Remember to not just randomly follow orders

Question 10

Who receives the greatest amount of deference?

Answer 10

Experts and “smart” people

Question 11

What is Centrality

Answer 11

How much do other people depend on someone/something

Question 12

What is Visiblity

Answer 12

Power remains when people are visibile in their work and what they do

Question 13

What is Discretion

Answer 13

The freedom to exercise judgement without having to consult any rules or receive any persmission

Question 14

What is Social Capital?

Answer 14

The knowledge, opportunities, and other resources available to members of a social network, along with the mutual support, trust, reciprocity, and coordination that facilitate sharing of those resources

Question 15

What are the three resources of social networks?

Answer 15

• Information
• Visibility
• Referent Power

Question 16

What are the three different types of Social Network ties and their traits

Answer 16

• Strong ties, offer resources more quickly and more plentifully, greater social support and cooperation
• Weak ties, usually different from us and therefore more likely to offer unique opportunities, just enough connection to maintain some level of trust, very useful for career and business development
• Many Ties

Question 17

What are some factors affecting Social Network Centrality

Answer 17

• The more centrality possess the more social capital you possess
• The number of connections you possess
• Closeness of the relationship with others in the network

Question 18

What is a Structural Hole in Social Networks?

Answer 18

An area between two or more dense social network areas that lacks network ties

Question 19

Types of Influence Tactics and brief definition

Answer 19

Silent Authority - legitimate power, not explicit
Assertiveness - actively applying legitimate and coercive power by applying pressure
Information Control - explicitly manipulating someone else’s access to information
Coalition formation - Forming a group that attempts to influence others
Upward Appeal - Relying on people with higher authority or expertise for support
Persuasion - using logical arguments, evidence, emotional appeals to convince
Impression Management - shaping the image that others have of us
Exchagne - promising benefits or resources in exchange for the target person’s compliance