is the capacity of a person, team, organization to influence others
Power
the less powerful party has some degree of power. Managers have power over subordinates. Employees have this by possessing skills and knowledge to keep production humming and customers happy
Countervailing power
What are the 5 sources of power
Legitimate Reward Coercive Expert Referant
What are the four contingencies of power
Substitutability
Centrality
Discretion
Visbility
is an agreement among organizational members that people in certain roles can request a set of behaviours from others
Legitimate power
a feeling of obligation to help someone who has helped you
Norm of reciprocity
derived from the person’s ability to cocntrol the allocation of rewards valued by others and to remove negative sanctions
Reward power
the ability to apply punishment
Coercive power
An individual’s or work unit’s capacity to influence others by possessing knowledge or skills valued by others
Expert power
what are three ways companies cope with uncertainty
Prevention
Forecasting
Absorption
When an individual is identified with, liked or respected
Referent power
a form of interpersonal attraction whereby followers ascribe almost magical powers to the individual
Charisma
refers to the availability of alternaties
Substitutability
refers to the power holder’s importance based on the degree and nature of interdependence with others
Centrality
employees gain power when their talents remain in the forefront of the minds of their buss, co-workers and others
Visibility
The freedom to exercise judgement - to make decisions without referring to a specific rule or receiving permission from someone else
Discretion
social structures of individuals or social units that are connected to each other through one or more forms of interdependence
Social networks
the goodwill and resulting resources shared among members in a social network
Social capital
the gap between two clusters of people in a network
Structural hole
refers to any behaviour that attempts to alter someone’s attitudes or behaviour
influence
What are some types of influence tactics
Silent Authority Assertiveness Information control Coalition information Upward appeal Persuasion Impression management Exchange
influencing behaviour through legitimate power without explicityly referring to that power base
Silent authority
Actively applying legitimate and coercive power by applying pressure or threats
Assertiveness
Explicitly manipulating someone else’s access to information for the purpose of changing their attitudes and/or behaviour
Information control
Forming a group that attempts to influence others by pooling the resources and power of its members
Coalition information
gaining support from one or more people with higher authority or expertise
Upward appeal
using logical arguments, factual evidence, and emotional appeals to convince people of the value ofa request
Persuasion
Actively shaping through self-presentation and other means the perceptions and attitudes that others have of us, which includes ingratiation
Impression management
refers to the influencer’s attempt to be more liked by the targeted person or group
Ingratiation
Promising benefits or resources in exchange for the target’s person’s compliance
Exchange
causes listerners to generate counterarguments to the anticipated persuasion attempts, which makes the opponents subsequent persuasion attempts less effective
Inoculation effect
actively shaping the perceptions and attitudes that others have of us
Impression management
What are the soft influence tactics?
Persuasion
Ingratiation
Impression management
exchange
What are the hard influence tactics?
Silent authority Upward appeal coalition formation information control Assertiveness
what are the three ways people reach when others try to influence them?
Commitment
Compliance
Resistance
when they seem to be self-serving behaviours at the expense of others and possibly contrary to the interests of the entire organization
Organizational policies
those with a need for personal power seek power for its own sake and try to acquire more power.
Machiavellian values