Ch 15

Organizational Behavior

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Chapter 15 Two Types of Power Personalized power     - someone has the need to be selfish and use power for their own self-centered needs not for the good of the group or organization Socialized power     - used for the good of the organization and is often self-sacrificing.  9 Generic Influence Tactics 3 Possible Influence Outcomes 1. Commitment.  Your friend enthusiastically agrees and will demonstrate initiative and persistence while completing the assignment 2. Compliance.  Your friend grudgingly complies and will need prodding to satisfy minimum requirements 3. Resistance.  Your friend will say no, make excuses, stall, or put up an argument Practical Research Insights Reward power.  Obtaining compliance with promised or actual rewards Coercive power . Obtaining compliance through threatened or actual punishment Legitimate power. 
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Ch 15 - Chapter15 TwoTypesofPower 9GenericInfluenceTactics

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