NS214 Fall 2012 5-2 - Power and Influence Day 2 1 1...

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1-1 Power and Influence Day 2
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3-2 Types of Power Legitimate Reward Coercive Expert Referent Positional (Managerial) Personal (Leadership)
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3-3 Reward Power Reward power: Involves the potential to influence others due to one’s control over desired resources . The potential to influence others through reward power is a joint function of the leader, the followers, and the situation. An overemphasis on rewards for performance can lead to resentment and feelings by workers of being manipulated . Extrinsic rewards may not have the same effects on behavior as intrinsic rewards. Leaders who do not understand their followers are more apt to misapply this.
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3-4 Cautions About Reward Power Leaders can enhance their ability to influence others based on reward power if they: Determine what rewards are available . Determine what rewards are valued by their subordinates. Establish clear policies for the equitable and consistent administration of rewards for good performance. Followers may exercise reward power over leaders by: Controlling administration of scarce resources. Modifying their level of effort.
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3-5 Coercive Power Coercive power is the potential to influence others through the administration of negative sanctions
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