Power and Influence Flashcards
Power is defined as
the ability to influence others and resist unwanted influence from others
Power is derived from
an asymmetric control over resources
Power= ___ to influence
something you ____
ability; have
Leadership= ___ of influencing
something you ___
act; do
You must have ___ to engage in leadership
power
What types of power are under organizational power?
-Legitimate -Reward
-Coercive -Informational
What types of power are under personal power?
-expert power -referent power
Legitimate power is derived from
a position of authority within an organization
-title within a hierarchy
Reward power is derived from
control over rewards that another person desires
Coercive power is derived from
control over punishments in an organization
-operates on the principle of fear
informational power is derived from
control over needed information and data
Expert power is derived from
a person’s expertise, skill, or knowledge
Referent power is derived from
desire to be associated with the person
-due to liking, loyalty
Is it possible to have multiple bases of power simultaneously?
Yes
Influence based on _______ has more positive effects than organizational power
personal power
Influence is defined as
the use of an actual behavior that causes behavioral or attitudinal change in others
Hard influence tactics include
-Request
-Coalition
-Legitimating
Soft tactics include
-rational persuation
-socializing
-exchange
-personal appeals
-consultation
-inspirational appeals
Request influence is
-simplest influence approach
Making a direct statement of what you want
Legitimating influence is
giving a rationale for the request based on standards, policies, or expectations
Coalition influence is
citing supporters of your request
-based on the idea of social proof
rational persuasion influence is
logical arguments to support your position
-appeal to facts, statistics, reasoning
Socializing is defined as
using praise or flattery to build rapport before the request
Personal Appeals is defined as
asking someone to carry out a request based on your prior relationship
-based on trust and friendship
Exchanging is defined as
give something in return for getting something
-based on reciprocity
Consultation is defined as
suggestions or improvements as a way to get people’s support for a plan/ idea
-engaging them in decision making
Inspirational Appeals is defined as
appealing to people’s values or ideals
-tapping into emotions to persuade
With internalization…
behavioral and attitudinal changes
With compliance…
behavior change only
With resistance…
no behavior or attitudinal changes
Which influence tactic is most common in leadership?
rational persuasion
Which influence tactic is most effective?
inspirational appeals
