chapter 12 - power Flashcards
what is power
refers to a capacity that A has to influence the behaviour of B so that B acts in accordance with A’s wishes
what is dependence?
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
power vs leadership
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
what is formal power?
based on individuals position in an organization
- the ability to coerce
- the ability to reward
- formal authority (legitimate power)
coercive power base
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
reward power
people comply because it produces positive benefits
- opposite of coercive
- someone who can distribute rewards other view as valuable (extrinsic or intrinsic)
legitimate power
simply complying because “they are the boss”
acceptance of the authority of someone
personal power
comes from an individual’s unique characteristics
- expertise power
- referent power
expert power
influence wielded as a result of expertise, skills, or knowledge
referent power
based on identification with a person who has desirable resources or personal traits
- celebrity endorsements
- wanting to please leader
what power bases are more effective?
personal sources more effective
expert/referent power related to employee satisfaction
power tactics
ways in which individuals translate power bases into specific actions
- 9 tactics
legitimacy
a power tactic
relying on your authority position or saying that a request accords with organizational policies or rules
rational persuasion
a power tactic
presenting logical arguments and factual evidence to demonstrate that a request is reasonable
inspirational appeals
a power tactic
developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations
consultation
a power tactic
increasing support by involving the target in deciding how you will accomplish your plan
exchange
a power tactic
rewarding the target with benefits or favour in exchange for following a request
personal appeals
a power tactic
asking for compliance based on friendship or loyalty
ingratiation
a power tactic
using flattery, praise, or friendly behaviour prior to making a request
pressure
a power tactic
using warnings, repeated demands, and threats
coalitions
a power tactic
enlisting the aid or support of others to persuade the target to agree
what are the most effective power tactics?
rational, inspirational, consultation
culture differences in power
- 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
political skill
individuals ability to influence others to enhance their own objectives
what does it mean if someone is engaging in politics?
an employee in an organization converting their power into action
organizational politcs
focuses on the use of power to affect decision making in an organization or on self serving and organizationally unsanctioned behaviours
political behaviour
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
politicking
tainting facts to support goals and interests
can an organizational be politic free?
YES, only if:
- all members hold same goals and interest
- if organizational resources are not scarce
- if performance outcomes are completely clear and objective
individual factors contributing to political behaviour
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
organizational factors contributing to political behaviour
resources declining or changing and opportunity for promotions increases politicking
zero sum approach
gains on one side requires losses on the other
impression management
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
Impression management techniques
conformity
favours
excuses
apologies
self promotion
enhancement
flattery
exemplification
