MGMT 363 Final Review

MGMT 363 Final Review - MGMT 363 Final Review (Exam 4) Ch...

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MGMT 363 Final Review (Exam 4) Ch 13, 14, 15, and 16 Chapter 13 – Leadership: Power and Influence Leadership and Power o Leadership – use of power and influence to direct the activities of followers toward goal achievement o Power – ability to influence the behavior of others and resist unwanted influence in return Power can be seen as the ability to resist the influence attempts of others Types of Power o Organizational Power Legitimate power – derived from a position of authority inside the organization and is sometimes referred to as “formal authority” Reward power Coercive power – exists when a person has control over punishments in an organization o Personal Power Expert power – derived from a person’s expertise, skill, or knowledge on which others depend Referent power – exists when others have a desire to identify and be associated with a person Contingency Factors o Substitutability – degree to which people have alternatives in accessing resources o Discretion o Centrality – how important a person’s job is and how many people depend on that person to accomplish their tasks o Visibility – how aware others are of a leader’s power and position Using Influence o Influence – the use of an actual behavior that causes behavioral or attitudinal changes in others Influence can be seen as directional Most frequently occurs downward (managers influencing employees) but can also be lateral (peers influencing peers) or upward (employees influencing managers) Influence is all relative Influence Tactics o Rational persuasion – use of logical arguments and hard facts to show the target that the request is a worthwhile one o Inspirational appeal – tactic designed to appeal to the target’s values and ideals, thereby creating an emotional or attitudinal reaction
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o Consultation – occurs when the target is allowed to participate in deciding how to carry out or implement a request o A leader uses collaboration o Ingratiation – use of favors, complements, or friendly behavior to make the target feel better about the influencer o Personal appeals – when the requestor asks for something based on personal friendship or loyalty o Exchange tactic – used when the requestor offers a reward or resource to the target in return for performing a request o Apprising – when the requestor clearly explains why performing the request will benefit the target personally o Pressure o Coalitions – when the influencer enlists other people to help influence the target o Influence tactics tend to be most successful when used in combination o The influence tactics that tend to be most successful are those that are “softer” in nature Rational persuasion, consultation, inspirational appeals, and collaboration Response to Influence Tactics o Engagement – when the target of influence agrees w/ and becomes committed to the influence request (behaviors and attitudes) o Compliance – when targets of influence are willing to do what the leader
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MGMT 363 Final Review - MGMT 363 Final Review (Exam 4) Ch...

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