Chap009_PowerInfluence_s

Chap009_PowerInfluence_s - Chapter 9: Power & Influence...

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Chapter 9: Power & Influence Melody Chao Fall 2009
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Learning objectives Power in organizations Influence tactics Organizational politics
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The Meaning of Power Power is the capacity of a person, team, or organization to influence others. The potential to influence others People have power they don’t use & may not know they possess Power requires one person’s perception of dependence on another person
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Power and Dependence Person A Person B’s Goals Person B Person B Person B’s counterpower over Person A Person A’s power over Person B
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A Definition of Power A B
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Dependency: The Key To Power The General Dependency Postulate The greater B’s dependency on A, the greater the power A has over B. Possession/control of scarce organizational resources that others need makes a manager powerful. Access to optional resources (e.g., multiple suppliers) reduces the resource holder’s power.
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Model of power in organizations Power over Others Contingencies Of Power Legitimate Reward Coercive Expert Referent Sources Of Power Substitutability Centrality Discretion Visibility
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Sources of Power Legitimate Power Legitimate Power Reward Power Reward Power Coercive Power Coercive Power Expert Power Expert Power Referent Power Referent Power Formal sources Personal sources
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Formal Sources of Power
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Coercive power Coercive Power based on FEAR Fear of getting negative results if one failed to comply Infliction of pain Controlling by force of basic physiological / safety needs Physical sanctions
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Coercive power If you don’t obey me, you will be assigned with difficult tasks If you don’t obey me, you will be fired At organization level
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Formal Sources of Power
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Reward Power Reward… promotion Salary adjustment Reward could be non- materialistic Friendliness, acceptance, and praise
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Formal Sources of Power
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Legitimate Power People with legitimate power… May exert both coercive & reward powers But it is much broader than the power to coerce & reward E.g.: He/She has the power to select those he/she trusts or those with comparable views
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Sources of Power Legitimate Power Legitimate Power Reward Power Reward Power Coercive Power Coercive Power Expert Power Expert Power Referent Power Referent Power Formal sources Personal sources
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Personal Power
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Expert Power In the organizational context, we listen to the suggestion like this: I/O Psychologists: Recruitment and selection Assessment center Cognitive / Consumer Psychologists Advertising Engineering Psychologists / Human Factor Psychologists Design of human-computer interface
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Referent Power Based on possession by an individual of
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This note was uploaded on 12/30/2009 for the course MGMT mgmt121 taught by Professor Melody during the Fall '09 term at HKUST.

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Chap009_PowerInfluence_s - Chapter 9: Power & Influence...

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