Comm 292 Chapter 8 Notes - COMM 292 Chapter 8 Notes Power a...

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COMM 292 Chapter 8 Notes Power – a capacity that A has to influence the behavior of B, so that B acts in accordance with A’s wishes. Power is a function of dependency (the more that B depends on A, the more power A has in the relationship. Sources or Bases of Power: 1. Coercive Power – power that is based on fear. 2. Reward Power – power that achieves compliance based on the ability to distribute rewards that others view as valuable. 3. Legitimate Power – power that a person receives as a result of his or her position in the formal hierarchy of an organization (e.g. President, CEO etc.). 4. Expert Power – influence based on special skills or knowledge (e.g. doctors, lawyers and accountants). 5. Referent Power – influence based on possession by an individual of desirable resources or personal traits (e.g. if you admire someone to the point of modeling your behaviour after him/her, that person possesses referent power over you). 6. Information Power – power that comes from access to and control over information (e.g. HR dpmt has this power during critical labour negotiation). People generally respond in one of three ways to power exercised by others: 1. Commitment – the person is enthusiastic about the request, and shows initiative and persistence in carrying it out.
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  • Spring '08
  • fatin
  • Power, Flipism, rational persuasion, Nine Tactics Managers

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