Power

Question 1

Defining Power

Answer 1

A capacity that A has to influence the behavior of B so that B acts in accordance with A’s wishes
-the greater B’s dependence on A, the greater is A’s power in the relationship

Question 2

Power and Influence (Influence using different bases of power)

Answer 2

-Legitimate: position/role
-Reward: ability to give rewards (carrot!)
-Coercive: ability to punish (stick!)
-Expert: based on expertise/knowledge
-Referent: based on liking/status/respect

Question 3

Formal power

Answer 3

Legitimate power: the formal authority to control and use resources based on a person’s position in the formal hierarchy

Reward Power: compliance achieved based on the ability to distribute rewards that others view as valuable

Coercive power: a power base dependent on fear of negative results

Question 4

Personal Power

Answer 4

-power that comes from an individual’s unique characteristics

Expert power: power derived from special skills, competence or expertise in a particular area

Referent power: the ability to control other’s behavior because the person wants to be like the person having the power

Question 5

Reason or Rational Persuasion

Answer 5

Using attractiveness of the logic or facts and data to persuade

Question 6

Ingratiation

Answer 6

Use of flattery, acting humble or being friendly

Question 7

Coalitions

Answer 7

Getting the support of other people in the organization

Question 8

Bargaining

Answer 8

Use of negotiation

Question 9

Pressure/assertivness

Answer 9

using a forceful approach

Question 10

Inspirational appeals or personal appeals

Question 11

Types of Influences

Answer 11

-changing incentives
-changing information
-psychological influence