Chapter 9 Flashcards
sources of power
legitimate, reward, coercive, expert, referent
legitimate power
an agreement among organizational members that people in certain roles can request a set a behaviors from others; like a manager to employees
norm of reciprocity
felt obligation and social expectation of helping or otherwise giving something of value to someone who has already helped or given something fo value to you
reward power
derived from the person’s ability to control the allocation of rewards valued by others and to remove negative sanctions
coercive power
the ability to apply punishment; occurs when managers warn employees about the consequences poor performance, yet employees still have coercive power
expert power
individuals or works unit’s capacity to influence others by possessing knowledge or skills valued by others
referent power
the capacity to influence others on the basis of an identification with and respect for the power holder
charisma
a personal characteristic or special “gift” that serves as a form of interpersonal attraction and referent power over others
four contingencies of power
substitutability, centrality, visibility, discretion
substitutability
power increases with this; resource has few/no substitutes, resource has few/no substitutes ; non substitutability increases; through more over the resource, by differentiating the resource
centrality
power holder’s importance, based on interdependence/
how many/how quickly others affected////
if you didn’t show up for work how many people would have difficulty performing their jobs because of absence; how soon would they notice that youre missing
visibility
known as holder of valued resource/
social interaction, power symbols; could be what you’re wearing like a doctor or just by being there a lot
discretion
freedom to exercise judgement/
rules limit discretion
types of influence tactics
silent authority, assertiveness, information control, coalition formation, upward appeal, persuasion, impression management, exchange
what are the hard influence tactics
silent authority, assertiveness, information control, coalition formation, upward appeal
what are soft influence tactics
persuasion, impression management, exchange
what are hard influencers
they force behavior change through position power
what are soft influencers
rely more on personal sources of power and appeal to the target person’s attitudes and needs
silent authority
power holder’s request or mere presence influences behavior/
legitimate power
assertiveness
vocal authority: reminding, checking, bullying/legitimate, coercive power
information control
witholding, filtering, restructuring information/ legitimate power
coalition formaition
pooling members resources and power to influence others; three functions: pool resources, legitimize the issue, reinforces social identity
upward appeal
claiming higher authority support or showing evidence of that support
persuasion
logical arguments, emotional appeals, effects of persuader, message, channel, audience
impression management
actively shaping others perceptions/attitudes of us/
self presentation symbols/behvaiors/ingratiation - liking by, perceived similarity to, target person
exchange
exchange of resources for desired behavior/applied in negotiation, reciprocity, social networks
what are the consequences fo influence tactics
resistance, compliance, commitment
resistance
oppose the behavior the influencer wants
compliance
agree to behavior, motivated only by external sources
commitment
identify with behavior, highly motivated without external sources
contingencies of influence
“soft” tactics generally more acceptable than “hard” tactics///
appropriate influence tactics depend on influencers source of power, organizational position of influencer and target, personal, organizational , cultural, and expectations
