Chapter 14

Coercive Power

-A power of authority that is dependent on fear, suppression of free will, and/or use of punishment or threat, for its existence. -The coercive power base depends on fear of the negative results from failing to comply. It rests on the application, or the threat of application, of physical sanctions such as the infliction of pain, frustration through restriction of movement, or the controlling by force of basic physiological or safety needs. Can also come from withholding key information. people in an organization who have data or knowledge others need can make those others dependent on them.

IM techniques

-Conformity -Excuses -Apologies -Self Promotion -Enhancement -Flattery -Exemplification

Power

A capacity that A has to influence the behavior of B so that B acts in accordance with A's wishes.

Apologies

Admitting responsibility for an undesired event and simultaneously seeking to get a pardon for the action is a defensive IM technique

Conformity

Agreeing with someone elses opinion to gain his or her approval is a form of ingratiation

Positional Power

Authority and influence bestowed by a position or office on whoever is filling or occupying it.

Enhancement

Claiming that something you did is more valuable than most other members of the organizations would think is a self-focused IM technique

Flattery

Complementing others about their virtues in an effort to make oneself appear perceptive and like-able is an assertive IM technique

Reward Power

Compliance achieved based on the ability to distribute rewards that others view as valuable. The opposite of Coercive power

Exemplification

Doing more than you need to in an effort to show how dedicated and hard working you are is an assertive IM technique

Excuses

Doing something nice for someone to gain that persons approval is a form of ingratiation

Self Promotion

Highlighting one's best qualities, downplaying one's deficits, and calling attention to one's achievements is a self-focused IM technique

Legitimate Power

In formal groups and organizations, probably the most common access to one or more of the power bases is through legitimate power. It represents the formal authority. The power a person receives as a result of his or her position in the formal hierarchy of an organization. Is broader than the power to coerce and reward.

Referent Power

Influence based on identification with a person who has desirable resources or personal traits. Ex: If I like, respect, and admire you, you can exercise power over me because I want to please you.

Personal Power

Influence derived from an individuals characteristics. Ex: Chip designers at Intel, who have no formal power, but personal power

Legitimate Power

The power a person receives as a result of his or her position in the formal hierarchy of an organization

Impression Management (IM)

The process by which individuals attempt to control the impression others form of them.

Sexual Harassment

Unwelcome advances, requests for sexual favors, and other verbal or physical conduct of a sexual nature. The U.S. Supreme Court test for determining if sexual harassment has occurred: whether comments or behavior in a work environment "would reasonably be perceived, and is perceived, as hostile or abusive"

Expert Power

influence based on special skills or knowledge