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man test 3 - Chapter 14 – Power and Politics I Power A...

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Unformatted text preview: Chapter 14 – Power and Politics I. Power A. Definition of power - the capacity that A has to influence the behavior of B, so that B acts in accordance with A's wishes (vs. Authority: the right to ask another to comply) 1. Potential - Power may exist but not be used 2. Dependency - Power is a function of dependency, in that B is dependent on A to the extent that A controls alternatives that B finds desirable B. Leadership- Focuses on goal achievement- Requires goal compatibility with followers- Focuses influence downward Research Focus-Leadership styles and relationships with followers Power-Used as a means for achieving goals-Requires follower dependency-Used to gain lateral and upward influence Research Focus-Power tactics for gaining compliance C. Bases of power 1. Formal power - established by an individual’s position in an organization. a. Coercive power - dependent upon fear and rests on the application of sanctions, such as a threat to dismiss, suspend, or demote b. Reward power - derived from the ability to distribute or withhold rewards, such as pay rates, raises, promotions, work shifts, or sales territories c. Legitimate power - stems from one's position within the organization 2. Personal power - comes from an individual's unique characteristics (most effective) a. Expert power - derived from expertise, special skill, or knowledge b. Referent power - based on desirable personal traits and may be associated with celebrity status or personal charisma D. Dependency - inversely proportional to the alternative sources of supply 1. General dependency postulate - the greater B's dependency on A, the greater the power A has over B 2. Factors creating dependency a. Importance (of the resource to the organization) b. Scarcity (of the resource) c. Nonsubstitutability (of the resource) II. Power Tactics - strategies that people may use to influence their bosses, coworkers, and employees A. Legitimacy – relying on one’s authority position or stressing that a request is in accordance with organizational policies or rules B. Rational persuasion – presenting logical arguments and factual evidence to demonstrate that a request is reasonable. Most effective. (preferred upward, downward, lateral) C. Inspirational appeals – Developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations. Most effective. (preferred downward) D. Consultation – Increasing the target’s motivation and support by involving him/her in deciding how the plan or change will be done. Most effective. (preferred downward, lateral) E. Exchange – Rewarding the target with benefits or favors in exchange for following a request(preferred downward, lateral)...
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man test 3 - Chapter 14 – Power and Politics I Power A...

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