Chapter 7 Power and Politics Flashcards
What is Power?
A capacity that A has to influence the behaviour of B, so that B acts in accordance with A’s wishes.
Why is the study of power necessary?
Power and political behaviour are natural processes in any group or organization. By learning how power works in organizations, you will be able to use your knowledge to become a more effective manager.
Six bases of power.
Coercive, Reward, Legitimate, Expert, Referent, Information
Coercive Power
Power that is based on fear
Reward Power
Power that achieves compliance based on the ability to distribute rewards that others view as valuable
Legitimate Power
Power that person receives as a result of his or her position in the formal hierarchy of an organization
Expert Power
Influence based on expertise, special skills or knowledge
Referent Power
It develops out of admiration of another and a desire to be like that person
Information Power
Power that comes from access to and control over information
What are the 3 response to the use of power?
- Commitment: The person is enthusiastic about the request and shows initiative and persistence in carrying it out
- Compliance: The person goes along with the request unwillingly, puts in minimal effort and takes little initiative in carrying out the request
- Resistance: The person is opposed to the request and tries to avoid it with tactics such as refusing, stalling, or arguging
The least effective base of power for improving commitment
Coercive: Leads to resistance, decreased satisfaction and increased mistrust
Why are the least effective bases of power are also the most popular ones among managers?
They are the easiest to introduce
What are the mid-range effective bases of power?
- Reward: Leads to compliance only if the rewards are consistent with what individuals want - Legitimate: Leads to compliance, but does not generate commitment (does not inspire individuals to act beyond the basic level)
What are the most effective bases of power?
Expert and Referent. Deadline pressures increase group members’ reliance on individuals with expert and information power.
Three resource areas that create dependency
- Importance: the things you control must be perceived as being important 2. Scarcity: a resource must be perceived as being scarce 3. Nonsubstitutability: the wanted resources must not have any viable substitutes
The nine influence tactics:
Rational Persuasion, Inspirational appeals, Consultation, Ingratiation, Personal appeals, Exchange, Coalitions, Pressure, Legitimacy
Rational Persuasion
Using facts and data to make a logical or rational presentation of ideas
Inspirational Appeals
Appealing to values, ideals, and goals when making a request
Consultation
Getting others involved to support one’s objectives
Ingratiation
Using flattery, creating goodwill, and being friendly prior to making a request
Personal Appeals
Appealing to loyalty and friendship when asking for something