Rationalpersuasionis the ability to control anothers

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Unformatted text preview: es the subordinate. Expert power is relative, not absolute. However the table may turn in case the subordinate has superior knowledge or skills than his/ her boss. In this age of technology driven environments, the second proposition holds true in many occasions where the boss is dependent heavily on the juniors for technologically oriented support. Rational persuasion is the ability to control another’s behavior, since, through the individual’s efforts, the person accepts the desirability of an offered goal and a viable way of achieving it. Rational persuasion involves both explaining the desirability of expected outcomes and showing how specific actions will achieve these outcomes. Referent power is the ability to control another’s behavior because the person wants to identify with the power source. In this case, a subordinate obeys the boss because he or she wants to behave, perceive, or believe as the boss does. This obedience may occur, for example, because the subordinate likes the boss personally and therefore tries to do things the way the boss wants them done. In a sense, the subordinate attempts to avoid doing anything that would interfere with the pleasing boss–subordinate relationship. Followership is not based on what the subordinate will get for specific actions or specific levels of performance, but on what the individual represents—a path toward lucrative future prospects. Sikkim Manipal University 150 Power And Politics Unit 11 Charismatic Power is an extension of referent power stemming from an individual’s personality and interpersonal style. Others follow because they can articulate attractive visions, take personal risks, demonstrate follower sensitivity, etc. Dependency: The Key to Power The General Dependency Equation is as follows: · The greater B’s dependency on A, the greater the power A has over B. W hen an individual possess anything that others require but that which alone the individual controls, he / she can make others dependent and, therefore, gain power over them. · Dependency, then, is inversely proportional to the alternative sources of supply. This is one of the reasons why most organizations develop multiple suppliers rather using just one. It also explains why individuals in general aspire to financial independence. Three factors are responsible for dependency. They are as follows: · Importance To create dependency, the thing(s) you control must be perceived as being important. Organizations actively seek to avoid uncertainty and hence, those individuals or groups who can absorb an organization’s uncertainty will be perceived as controlling an important resource. · Scarcity A resource needs to be perceived as scarce to create dependency. For example, low­ranking members in an organization who have important knowledge unavailable to high­ranking members gain power over the high­ranking members. The scarcity­dependency relationship is also important in the power of occupational categories. Individuals in occupations in which the supply of personnel is low r...
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This note was uploaded on 03/01/2014 for the course MBA mba taught by Professor Smu during the Fall '10 term at Manipal University.

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