CHAPTER 12: Power Flashcards
Power
capacity that A has to influence the behavior of B so that B acts in accordance with A’s wishes.
Differences Between Power and Authority
Power
* Not necessarily reflected on organizational chart
* Can be exercised up, down, or sideways
Authority
* Narrower in scope
* Prescribed by formal hierarchy and reporting relationships
* Vested in organizational positions
* Flows down the vertical hierarchy
The Bases Of Individual Power
- Legitimate Power – authority that comes from someone’s position
- Reward Power – Influence gained through control over rewards (e.g., raises, promotions)
- Coercive Power - Influence gained through punishment and threats.
- Referent Power - Stems from being well-liked.
- Expert Power - Derived from possessing valuable knowledge or skills.
Coercive power
- Results in negative responses
- Associated with lower job satisfaction, commitment, perceptions of justice
- Can result in mistrust, fear, and resistance
Legitimate power
- Does not have a negative effect
- Does not generally stimulate employees to improve their attitudes or performance
- Does not generally result in increased commitment.
- Can result in compliance if employees have been socialized to accept authority.
Reward power
- May improve performance in a variety of situations if the rewards are consistent with what the individuals want as rewards.
- Can result in compliance (if rewards are valued)
Expert power
- Associated with higher commitment, job satisfaction, perceptions of justice
- Associated with higher employee effectiveness
- Relies on trust that all relevant information is given out honestly and completely.
Referent power
- Associated with higher commitment, job satisfaction, perceptions of justice
- Can increase individual’s identification
- Generally, well responded to
How Do People Obtain Power?
- Doing the Right Things
- Cultivating the Right People
Outsiders (important contacts outside the organization).
Subordinates (mentoring future leaders).
Peers (avoiding opposition from colleagues).
Superiors (mentors and sponsors who provide opportunities).
Empowerment
giving employees the authority, opportunity, and motivation to take initiative and solve organizational problems.
Empowered employees:
o Have authority, opportunity, and motivation to take initiative.
o Can improve customer service and job satisfaction.
Influence Tactics—Putting Power To Work
- Assertiveness (ordering, setting deadlines).
- Ingratiation (flattery, being friendly).
- Self-Promotion (showcasing achievements).
- Rationality (using logic and reason).
- Exchange (trading favors).
- Upward Appeal (seeking intervention from superiors).
- Coalition Formation (uniting with others for influence).
Controlling Strategic Contingencies: How Subunits Obtain Power
- Scarcity – Controlling limited resources increases power.
- Uncertainty – Departments that help organizations handle uncertainty gain influence.
- Centrality – Units central to operations have more power.
- Substitutability – Non-replaceable departments hold stronger power.
