Lecture Notes (3) - Chapter 14: Power and Politics...

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Chapter 14: Power and Politics 17:37 Power – A capacity that A has to influence the behavior of B so that B acts in  accordance with A’s wishes. Dependency – B’s relationship to A when A possesses something that B  requires. Authority – The right to ask another to comply. Contrasting Leadership and Power Leadership o Focuses on goal achievement o Requires goal compatibility with followers o Focuses influence downward o Research Focus Leadership styles and relationships with followers Power o Used as a means for achieving goals o Requires follower dependency o Used to gain lateral and upward influence o  Research Focus Power tactics for gaining compliance Bases of Power: Formal Power Formal Power – Is established by an individual’s position in an organization;  conveys the ability to coerce or reward, from formal authority, or from control  of information. Coercive Power – A power base dependent on fear.
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Reward Power – Compliance achieved based on the ability to distribute  rewards that others view as valuable. Legitimate Power – The power a person receives as a result of his or her  position in the formal hierarchy of an organization. Bases of Power: Personal Power Expert Power – Influence based on special skills or knowledge. Referent Power – Influence based on possession by an individual of desirable  resources or personal traits. Dependency: The Key to Power The general Dependency Postulate o The greater B’s dependency on A, the greater the power A has over B. o Possession/control of scare organizational resources that others need  makes a manager powerful o Access to optional resources (ex. multiple suppliers) reduces the resource  holder’s power. What Creates Dependency o Importance of the resource to the organizaton o Scarcity of the resource o No substitutability of the resource Power Tactics – Ways in which individuals translate power bases into specific  actions. Influence Tactics: o Legitimacy o Rational persuasion o Inspirational appeals o Consultation o Exchange o Personal Appeals o Ingratiation o Pressure o Coalitions Preferred Power Tactics by Influence Direction (Exhibit 14-2)
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Upward Influence Downward Influence Lateral Influence Rational Persuasion Rational Persuasion Rational Persuasion Pressure Ingratiation Consultation Exchange Ingratiation Legitimacy Exchange Personal Appeals Legitimacy Coalitions Factors Influencing the Choice and Effectiveness of Power Tactics Sequencing of tactics o Softer to harder tactics work best. Skillful use of a tactic
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This note was uploaded on 04/22/2009 for the course MKT 320F taught by Professor Miller during the Fall '08 term at University of Texas at Austin.

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Lecture Notes (3) - Chapter 14: Power and Politics...

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