Power and Influence Flashcards
Which of the statements below is correct?
a. Instrumental Compliance means that the person you are trying to influence believes in the same goals or values as you do and will do what you ask because of this. Identification means that the person you are trying to influence is compliant with your influence attempts and as such will do as you say because you can reward or punish them.
b. When you have position power you do not need to use influence tactics because people will automatically understand you have power and do as you say.
c. Instrumental compliance means that the person you are trying to influence will do as you say because you can reward of punish them.
c. Instrumental compliance means that the person you are trying to influence will do as you say because you can reward of punish them.
Which of the following pairs is incorrect?
a. Coercive power and punishment
b. Legitimate power and authority/right
c. Referent power and skills/knowledge.
d. Reward power and valued resources
c. Referent power and skills/knowledge.
Which influence tactic is being used in the scenario 2 below? Select one best option from the list below.
a) Inspirational appeals. An early version of this quiz included this option which was removed. 5 students who selected this option were given a correct mark. Ingratiation is the best option but because quiz statistics indicated there was confusion I made this change.
b) Consultation
c) Exchange
d) Apprising. This is wrong – Mary say there is nothing in it for Sam if he does as she says.
e) Ingratiation.
f) Pressure
g) Legitimating
h) Coalitions
Scenario 2. Mary has worked in the same office with Sam. She is running late on a client report. She walks up to Sam and has the following conversation with him:
Mary “Hey Sam, will you do me favour?”
Sam “Don’t know, what’s in it for me?”
Mary “Nothing but without your help I’m going under because I don’t know anyone else who can come through for me. I need you to source the data for my client report - no one else knows the system like you and you are such a generous guy”.
e) Ingratiation. Stick to the facts presented in this case (not what you think may also be going on). Mary does not appeal directly to Sam’s values (inspirational appeals); she doesn’t ask for Sam’s opinion (consultation); she offers nothing in return (exchange); She doesn’t tell Sam what he will get out of this transaction (apprising); It is her first request so no pressure is being applied; she doesn’t legitimate her request by saying she is his boss (legitimating); and she doesn’t get someone else to make her request (coalitions) – coalitions is not synonymous with collaboration.. However, she does tell Sam that he is the only one who can help because he knows the system and is generous (ingratiation). Apprising is the benefit of the request for the influence target not for the influencer.
- Which of the following influence tactics is a “hard” tactic and consequently most likely to deliver compliance or resistance in the influence target?
a. Exchange
b. Rational persuasion
c. Legitimating.
d. Personal appeals
e. Ingratiation
f. Apprising
c. Legitimating.
- What is the correct way to give a team peer feedback on their performance?
a. “Simon, you’re doing a great job. Thanks for being such a great team mate”.
b. “Janet – thank you for supporting me in our last team meeting by saying I was correct”
c. “Jo, thank you for proof reading the Managing People case assessment last Friday. I learnt a lot from your edits and I think we were given 3 marks because you picked up a number of mistakes”.
d. “Eliza, thanks for helping me understand that formula. I’d love to call on you again if I need help – would that be ok?”.
c. “Jo, thank you for proof reading the Managing People case assessment last Friday. I learnt a lot from your edits and I think we were given 3 marks because you picked up a number of mistakes”. See slide on the SBI method of giving feedback – this method has been provided earlier in this subject. In class 8 we didn’t have time to give each other feedback but this question is still relevant to this subject and I am likely to ask it again in the exam with a different example. This response includes the situation (last Friday), behavior (proof reading the MP case assessment), and impact of the behavior (you learnt a lot and mistakes were picked up resulting in a good mark). Consequently, your team peer will can understand why you are thanking them and the impact that their behavior had which will motivate them to continue this behavior in the correct context. The other options exclude one or more of these elements.
What are the 3 responses to influence tactics?
- Instrumental Compliance: the target person carries out a requested action for the purpose of obtaining a reward or avoiding punishment.
- Identification: the target person adopts the same attitudes and values to please the agent and to be like the agent.
- Internalization: the target person becomes committed to supporting and implementing the agent’s proposals because they appear to be intrinsically desirable and correct.
What are Raven & French’s 5 sources of power?
- Legitimating
- Reward
- Coercive
- Referent (Charisma)
- Expert (skills/knowledge)
How does an individual gain more power?
- Legitimating: communicate your formal position.
- Reward/Coercion: use of KPIs, bonuses, and punishments to drive behaviour.
- Referent/Charisma: develop good interpersonal relationships and genuinely care for people.
- Expertise: develop greater expertise and networks with experts.
What combination of soft/hard/neutral influence tactics is the most effective?
Yulk et al. (1992) found that:
- A combination of soft and soft influence tactics produced the greatest commitment (74%).
- Combining soft and rational tactics produced 55% commitment.
- One soft tactic alone produced 45% commitment.
- Any combination of hard tactics produced greater compliance and resistance, with significantly lower commitment levels.
Therefore, a combination of soft with soft OR soft with rational tactics is the most effective.
What are the 11 influencing tactics?
- Rational persuasion: logic/evidence
- Inspirational appeals: values/emotions
- Consultation: input
- Collaboration: joint effort
- Exchange: reciprocity
- Apprising: personal benefit
- Personal appeals: friendship
- Ingratiation/socialising: positive mood
- Pressure: demands/checks
- Legitimating: rules/authority
- Coalitions: support from others
Which situation has a stronger social capital?
A) Dense networks with strong ties.
B) Centralised with weak ties.
A) Dense networks with strong ties.
