riggio_ppt_ch13

riggio_ppt_ch13 - CHAPTER 13 Influence, Power, and Politics...

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CHAPTER 13 Influence, Power, and Politics Introduction to Industrial/Organizational Psychology by Ronald E. Riggio
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Defining Influence, Power, and Politics Influence is the ability to use social forces to affect the behavior of others. Power is the use of some aspect of a work relationship to compel another to perform a certain action despite resistance. Organizational politics are self- serving actions designed to affect the behavior of others to achieve personal goals.
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Influence: The Use of Social Control Choice of influence tactics is determined by the situation, the status of individuals involved, and other organizational characteristics like size. Higher-status persons are more likely to use assertiveness or sanctions; lower-status persons use rational appeals. Coworkers use ingratiation, exchange, rationality, and coalitions. When seeking personal goals, subordinates tend to use ingratiation; in seeking organizational goals, subordinates use upward appeals and rationality. Rationality is a more effective managerial tactic; pressure tactics are least effective in influencing subordinates.
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Power: A Major Force in Work Organizations Power is derived from a variety of sources of two main types. Organizational power
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This note was uploaded on 02/05/2012 for the course 830 373 taught by Professor Aiello,j during the Fall '08 term at Rutgers.

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riggio_ppt_ch13 - CHAPTER 13 Influence, Power, and Politics...

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