chapter 12 - power

Question 1

what is power

Answer 1

refers to a capacity that A has to influence the behaviour of B so that B acts in accordance with A’s wishes

Question 2

what is dependence?

Answer 2

the greater B’s dependance on A, the greater A’s power in the relationship
- a person has power over you if they control something you desire

Question 3

power vs leadership

Answer 3

power does not require goal compatibility, merely dependence
leadership research focuses on the downward influence on followers
power research takes all directions of influence and focuses on tactics for gaining compliance

Question 4

what is formal power?

Answer 4

based on individuals position in an organization
- the ability to coerce
- the ability to reward
- formal authority (legitimate power)

Question 5

coercive power base

Answer 5

depends on fear of the negative results form failing to comply
- causing bodily distress through pain or restriction of movement or basic needs
- withholding key information

Question 6

reward power

Answer 6

people comply because it produces positive benefits
- opposite of coercive
- someone who can distribute rewards other view as valuable (extrinsic or intrinsic)

Question 7

legitimate power

Answer 7

simply complying because “they are the boss”
acceptance of the authority of someone

Question 8

personal power

Answer 8

comes from an individual’s unique characteristics
- expertise power
- referent power

Question 9

expert power

Answer 9

influence wielded as a result of expertise, skills, or knowledge

Question 10

referent power

Answer 10

based on identification with a person who has desirable resources or personal traits
- celebrity endorsements
- wanting to please leader

Question 11

what power bases are more effective?

Answer 11

personal sources more effective
expert/referent power related to employee satisfaction

Question 12

power tactics

Answer 12

ways in which individuals translate power bases into specific actions
- 9 tactics

Question 13

legitimacy

Answer 13

a power tactic
relying on your authority position or saying that a request accords with organizational policies or rules

Question 14

rational persuasion

Answer 14

a power tactic
presenting logical arguments and factual evidence to demonstrate that a request is reasonable

Question 15

inspirational appeals

Answer 15

a power tactic
developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations

Question 16

consultation

Answer 16

a power tactic
increasing support by involving the target in deciding how you will accomplish your plan

Question 17

exchange

Answer 17

a power tactic
rewarding the target with benefits or favour in exchange for following a request

Question 18

personal appeals

Answer 18

a power tactic
asking for compliance based on friendship or loyalty

Question 19

ingratiation

Answer 19

a power tactic
using flattery, praise, or friendly behaviour prior to making a request

Question 20

pressure

Answer 20

a power tactic
using warnings, repeated demands, and threats

Question 21

coalitions

Answer 21

a power tactic
enlisting the aid or support of others to persuade the target to agree

Question 22

what are the most effective power tactics?

Answer 22

rational, inspirational, consultation

Question 23

culture differences in power

Answer 23

• those from individualistic cultures tend to see power in personalized terms and as a means of advancing their personal ends
• collectivistic cultures see power in social terms and as a means of helping others

Question 24

political skill

Answer 24

individuals ability to influence others to enhance their own objectives

Question 25

what does it mean if someone is engaging in politics?

Answer 25

an employee in an organization converting their power into action

Question 26

organizational politcs

Answer 26

focuses on the use of power to affect decision making in an organization or on self serving and organizationally unsanctioned behaviours

Question 27

political behaviour

Answer 27

Consists of engaging in activities that are not required as part of formal role but that influence (or attempt to) the distribution of advantages and disadvantages within the organization

Question 28

politicking

Answer 28

tainting facts to support goals and interests

Question 29

can an organizational be politic free?

Answer 29

YES, only if:
- all members hold same goals and interest
- if organizational resources are not scarce
- if performance outcomes are completely clear and objective

Question 30

individual factors contributing to political behaviour

Answer 30

employees with high self monitoring, possess internal locus of control, and have high need for power are more likely to engage in political behaviour
individuals investment, alternatives and expectations influence

Question 31

organizational factors contributing to political behaviour

Answer 31

resources declining or changing and opportunity for promotions increases politicking

Question 32

zero sum approach

Answer 32

gains on one side requires losses on the other

Question 33

impression management

Answer 33

the process by which individuals attempt to control the impression others form of them
- high self monitors
- send a false message that might be true under other circumstances
- could be perceived as manipulative

Question 34

Impression management techniques

Answer 34

conformity
favours
excuses
apologies
self promotion
enhancement
flattery
exemplification