Leadership and Power

Question 1

Leadership

Answer 1

use of POWER and INFLUENCE to direct the activities of followers toward goal

Question 2

Leader vs. Manager/Boss

Answer 2

Manager/Boss: CONTROL and administer (tell others what to do)
Leader: power and INFLUENCE (help others get it done)

Question 3

Power

Answer 3

ABILITY to influence the behavior of others and resist unwanted influence in turn

Question 4

Sources of Power

Answer 4

Organization
- legitimate
- reward
- coercive

Person
- expert
- referent

Question 5

Organizational Power

Answer 5

Legitimate
Reward
Coercive
(effective but can decrease organizational commitment)

Question 6

Legitimate Power

Answer 6

from position of authority w/in organization
- formal authority based on job title
- people with a title or position in an organization chart
EX. CEO, President, CFO

Question 7

Reward Power

Answer 7

from control over the resources or rewards another person may want
- raises, promotion, performance eval

Question 8

Coercive Power

Answer 8

from control of punishments in an organization
- fired, demoted, lower/suspend pay
- operate on fear
Ex. Police officer

Question 9

Personal Power

Answer 9

Expert
Referent
(increase organizational commitment)

Question 10

Expert Power

Answer 10

from expertise, skill, or knowledge that others depend on
- Ex. doctors
(way to fight abusive boss - master a new skill)

Question 11

Referent Power

Answer 11

desire to be associated with a person
- liking, admiration, loyalty
Ex. celebrities

Question 12

Power and Networks

Answer 12

many strong bonds in a network makes a personal powerful because they have a high ability to influence others

Question 13

Influence

Answer 13

the USE of an actual behavior that causes behavioral or attitude changes in others

Question 14

Key Points of Influence

Answer 14

• Influence is directional (up, down, lateral)
• Influence is relative (the GAP in power is more important than the amount of power itself)

Question 15

Most Effective Influence Tactics

Answer 15

• Rational Persuasion (logic or fact)
• Consultation (target participates in deciding how to carry out request)
• Inspirational Appeals (appeal to their values and create emotional reaction)

Question 16

Moderately Effective Influence Tactics

Answer 16

• Ingratiation (favors or compliments)
• Personal Appeals (ask for something based on personal friendship)
• Apprising (clearly explain why the request is beneficial to them)

Question 17

Least Effective Influence Tactics

Answer 17

• Pressure (threats and demands)
• Coalitions (get other people to help influence the target)
• Exchange (offer reward for performing request… bribery)

Question 18

Response to Influence Tactics

Answer 18

Internalization: target agrees and becomes committed to request (behavioral and attitudinal)

Compliance: target will perform request but with indifference (behavioral)

Resistance: target is opposed to request and avoids it (no change)

Question 19

Organizational Politics

Answer 19

actions that are directed toward the goal of furthering one’s own self-interests, rather than the organization’s
- lack transparency
- rewards are favoritism based, not merit
- retaliation when challenging ‘in group’

Question 20

Positive Politics

Answer 20

• seek mentoring and advice
• help others out
• avoid gossip and relationship conflict
• control emotions and manage stress at work
• seek visible opportunities to perform well
• assert yourself politely and professionally when needed
• seek to understand others
• stay focused on the goal (good work not drama)