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Flashcards in Lesson 9 Deck (32)
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1

Define Power

the ability to influence others to get things done the way that you want them to get done

2

What are the six bases of power within an organization?

- legitimate
- reward
- coercive
- expert
- referent
- information

3

What is legitimate power typically associated with?

compliance rather than commitment

4

What is reward power?

in your role, you have the ability to reward others with valuable and scarce items

5

The degree to which you have reward power is determined by?

whether the reward is of high value to employees and whether it is scarce

6

Define coercive power?

the ability to take away or punish someone fro non-compliance

- based on fear, for behaviour on an employee

7

Why are legitimate, reward, and coercive power bases given to a person?

because of their role within the organization

8

How are expert, information and referent power similar?

we bring these types of power with us because of who we are or what info we have

9

Why is expert power transient?

because in an organizational change in direction or intro of new software, it can shift the expertise that is values from one individual or unit

10

Explain information power?

similar to expert but the person has power because she knows how to access information

11

Why is referent power difficult to manage and plan within an organization?

it is the personal connection that we have with another person due to their values, traits, ethics and life views that we admire.

12

What type of bias can referent power lead to?

similar to me bias

13

What are the three contingencies of power?

- scarcity
- importance
- sustainability

14

What does scarcity refer to?

the uniqueness of the resource you have

15

What does importance mean?

a resource that is central to the running of the organization, highly valued

16

What is meant by substitutability?

you have skills/access to resources that are highly values, but if others have those same skills, then they are not as powerful

17

What are the three attempts to influence others?

- resistance
- compliance
- commitment

18

Define resistance

when the influence target does not with to comply with the requests and actively appeals the influence attempt

19

Define compliance

when the target does not necessarily want to obey but they do

20

Define commitment

when the target not only agrees but also supports the request as well

21

What are the 9 influencing techniques?

- rational persuasion
- inspirational appeals
- consultation
- ingratiation
- personal appeal
- exchange
- coalitions
- pressure
- legitimating
- upward appeal

22

Explain the rational persuasion influencing technique

- using facts, data to try and convince others that your point is best
- commonly used
- campaigns

23

Explain the inspirational appeals influencing technique

- seek to tap into values, emotions and beliefs to gain support
- authentic, personal, commitment

24

Explain the consultation influencing technique

the influences agents by asking others for help in directly influencing another group

25

Explain the ingratiation influencing technique

different forms of making other feel good about themselves

26

Explain the personal appeal influencing technique

helping another person because you like them and they asked for your help

27

Explain the exchange influencing technique

give and take, you do something and someone does something in return

28

Explain the coalitions influencing technique

group of people working together toward a common goal to influence others (strike)

29

Explain the pressure influencing technique

exerting undue influence on someone to do what you want or else something undesirable will happen

30

Explain the legitimating influencing technique

occur when the appeal is based on legitimate or position power, helps align people