Lesson 9 Flashcards
Define Power
the ability to influence others to get things done the way that you want them to get done
What are the six bases of power within an organization?
- legitimate
- reward
- coercive
- expert
- referent
- information
What is legitimate power typically associated with?
compliance rather than commitment
What is reward power?
in your role, you have the ability to reward others with valuable and scarce items
The degree to which you have reward power is determined by?
whether the reward is of high value to employees and whether it is scarce
Define coercive power?
the ability to take away or punish someone fro non-compliance
- based on fear, for behaviour on an employee
Why are legitimate, reward, and coercive power bases given to a person?
because of their role within the organization
How are expert, information and referent power similar?
we bring these types of power with us because of who we are or what info we have
Why is expert power transient?
because in an organizational change in direction or intro of new software, it can shift the expertise that is values from one individual or unit
Explain information power?
similar to expert but the person has power because she knows how to access information
Why is referent power difficult to manage and plan within an organization?
it is the personal connection that we have with another person due to their values, traits, ethics and life views that we admire.
What type of bias can referent power lead to?
similar to me bias
What are the three contingencies of power?
- scarcity
- importance
- sustainability
What does scarcity refer to?
the uniqueness of the resource you have
What does importance mean?
a resource that is central to the running of the organization, highly valued
What is meant by substitutability?
you have skills/access to resources that are highly values, but if others have those same skills, then they are not as powerful
What are the three attempts to influence others?
- resistance
- compliance
- commitment
Define resistance
when the influence target does not with to comply with the requests and actively appeals the influence attempt
Define compliance
when the target does not necessarily want to obey but they do
Define commitment
when the target not only agrees but also supports the request as well
What are the 9 influencing techniques?
- rational persuasion
- inspirational appeals
- consultation
- ingratiation
- personal appeal
- exchange
- coalitions
- pressure
- legitimating
- upward appeal
Explain the rational persuasion influencing technique
- using facts, data to try and convince others that your point is best
- commonly used
- campaigns
Explain the inspirational appeals influencing technique
- seek to tap into values, emotions and beliefs to gain support
- authentic, personal, commitment
Explain the consultation influencing technique
the influences agents by asking others for help in directly influencing another group
Explain the ingratiation influencing technique
different forms of making other feel good about themselves
Explain the personal appeal influencing technique
helping another person because you like them and they asked for your help
Explain the exchange influencing technique
give and take, you do something and someone does something in return
Explain the coalitions influencing technique
group of people working together toward a common goal to influence others (strike)
Explain the pressure influencing technique
exerting undue influence on someone to do what you want or else something undesirable will happen
Explain the legitimating influencing technique
occur when the appeal is based on legitimate or position power, helps align people
Explain the upward appeal influencing technique
used a lot, designed to show you management is in support of the persons idea
What is meant by impression management?
actively shaping the way you are perceived by others
