Chapter 8: Power Flashcards
Power
A capacity that person A has to influence the behaviour of person B so that person B acts in accordance with person A’s wishes
Why is B dependent on A?
A has something that B needs
To be powerful, resources A controls must be: (3)
Important to person B
Scarce by person B
Not be substitutable with something else
Bases of Power
People powerful to certain degree and with unique base
Coercive Power:
Based on fear, exercised through infliction of pain, restriction of movement, deprivation of basic psychological or safety needs
Manager Coercive Power Example
Managers use when they discipline uncooperative employees by threatening with write-ups, demotions, pay cuts, layoffs and terminations
Reward Power and 2 provisions
- Based on ability to provide benefits or rewards to people.
- Financial or non financial
- Recipient must value reward
Reward Power Example
Managers use reward power when trying to motivate uncooperative employees with pay raise, promotion, extra vacation time
Expert Power and example
Person’s experience, expertise and knowledge.
Example: Think colleague is powerful because they have the technological know-how that everyone that everyone needs at work, dependent on them
Referent Power
Develops out of admiration of another and desire to be liked/respected by others
Example: celebrities endorsements and comes with respect. If people respect you, you have referent power over them
Can you have multiple power basis?
Yes
Commitment and what power base(s)
Person is enthusiastic about request and carries task out
Expert and referent power
Compliance and what power base(s)
Person goes along with request grudgingly (reluctant), puts in minimal effort
Reward and legitimate power
Resistance and what power base(s)
Person is opposed to request and tries to avoid it
Coercive power
Legitimate Power
Power of individual based on their position in the company
What is combination of power is similar to coercive power
reward and legitimate
What is more likely used by managers for power bases (3)? And why?
coercive, reward, and legitimate power and easier to implement
Influence Tactics Purpose
Power helps use gather support of what we need, along is insufficient, how we use it is key
Influence Tactics: Relational Persuasion
Using facts/data to make logical or rational presentation of ideas, convince others to go along with you
Influence Tactics: Inspirational Appeals
Appeals to values, ideals and goals when making a request
gain support from others by bonding with them
Influence Tactics: Consultation:
Getting others involved to support one’s objective
Influence Tactics: Ingratiation:
Using flattery, creating goodwill, being friendly prior to making a request
Influence Tactics - Personal Appeals
Appealing to loyalty and friendship when asking for something
Influence Tactics - Exchange
Offering favours or benefits in exchange for support
