Power and Influence Flashcards
1
Q
power is a ___ process
A
relational
2
Q
describe power
A
- process between two parties
- not something that you possess
- someone must obey for it to be exercised
- is said to be exercised when it has effect
3
Q
“the more that B depends on A, the more power A may exercise in the relationship” is which theory?
A
Power Dependency theory
4
Q
___ of the source of power is important
A
perception
5
Q
what are bases/sources of power?
A
- resources you can draw on to exercise power
- related to the motives for obeying on the part of the power subject
6
Q
what are the 5 types of power?
A
- legitimate
- coercive
- induced (reward)
- competent (expert)
- referent or personal
7
Q
describe legitimate power
A
- person occupies a particular position so they possess an acknowledged right to command
- common in formal organizational structure
- greatest reliability of anticipated reactions compared with other forms of authority
8
Q
describe coercive power
A
- an individual who can withhold rewards may be able to influence behaviour of others
- power is exercised when power subject fears losing something of value
9
Q
describe induced (reward) power
A
-influence induced on basis of rewards, positive benefits to target
10
Q
describe competent (expert) power
A
- individual with specialized knowledge and skill
- possesses acknowledged right to command
- we have belief in expert’s superior competence
11
Q
describe referent (personal) power
A
- person has command and others will listen because they are liked, admired
- power subject seeks to identify with these personal qualities and gains satisfaction from being an accepted follower
- self-generating
12
Q
___ turn a source of power into a specific line of action
A
tactics
13
Q
name some hard tactics
A
- legitimacy (organizational position, rules)
- exchange (promise of future reward or benefit)
- pressure
- coalitions (seek aid of others so your target will be influenced)
14
Q
name some soft tactics
A
- rational persuasion
- inspirational appeals (principles, beliefs)
- consultation
- ingratiation (compliments, imitation)
15
Q
what is the best tactic to use?
A
rational persuasion
