MGMT 3600 Ch. 10
Assertiveness
Actively applying legitimate and coercive power by applying pressure or threats
Impression Management
Actively shaping our public image
Reward Power
Based on a person's ability to decide pay, promotions, scheduling, and work assignments
Which contingency of power are unions mainly applying by going on strike at a critical time in the company's business cycle?
Centrality
What does the effectiveness of persuasion depend on?
Contents of the message Characteristics of the persuader Audience being persuaded
Centrality
Contingency of power referring to where you're located in the network
What determines the selection of the influence tactic?
Cultural values
Which of the following is an example of the influence tactic of forming coalitions?
Employees get together to show management that they collectively request that the company purchase new computer equipment.
What are ways to minimize organizational politics?
Encourage employee involvement Have clear guidelines and rules
________ is called a ________ influence tactic.
Exchange; soft
Information Control
Explicitly manipulating someone else's access to information for the purpose of changing their attitudes and/or behavior
True or false: When describing the range zone of indifference, it is important to know that it increases with the level of power in the person with legitimate authority
False: Trust
True or false: Legitimate power has restrictions; it only gives the power holder the right to ask for a range of behaviors from others. This range is known as the "norm of reciprocity
False: Zone of indifference
True or False: The only way employees get ahead is by developing their competencies.
False: developing their competencies, but by social networking
True or false: An employee's ability to influence others increases as the source of his or her power becomes more substitutable.
False: has a monopoly over a valued resource
Power Through Information Control
Filtering information upwards to middle managers so your group work looks better
Which of the following networking styles increases a person's expert power?
Gaining valuable information through networking
Power in motion
Influence
Upward Appeal
Relying symbolically or in reality on people with higher authority or expertise to support our position
What are the consequences of using hard influences?
Resistance and Commitment
What are conditions that support organization politics?
Scarce resources Ambiguous or complex rules Change creates ambiguity and threatens the employee's power and other valued resources More common in work units and organizations where it is tolerated and reinforced
Visibility
Seen in an office rather than telecommuting
Hard Influence Tactics
Silent authority Upward appeal Coalition formation Information control Assertiveness
What are the types of influence tactics?
Silent authority, assertiveness, information control, coalition formation, upward appeal, persuasion, impression management, exchange
The sources of power only generate power in certain conditions including:
Substitutionality, centrality, visibility
When does silent authority occur?
Target person's role expectations Requester's legitimate power
Guanxi
The Chinese practice of building networks for social exchange
True or False: People might gain power by convincing others that they have something of value.
True
True or false: People with power over others have more difficulty empathizing.
True
Asymmetric Dependence
Unequal exchange from one party to another
Persuasion
Using logical arguments, factual evidence, and emotional appeals to convince people of the value of a request
Genevieve makes sure that she walks by her boss's office several times a day and tries to greet and make eye contact with her. She is trying to increase her
Visibility
Coalition
a group that attempts to influence people outside the group by pooling the resources and power of its members
Upward appeal
a type of influence in which someone with higher authority or expertise is called on in reality or symbolically to support the influencer's position
Coercive Power
ability to apply punishment
Expert Power
ability to cope with uncertainty in the environment
Impression Management
actively shaping through self-presentation and other means the perceptions and attitudes that others have of us
Legitimate Power
an agreement among organizational members that people in certain roles can request a set of behaviors from others
Structural Hole
an area between two or more dense social network areas that lacks network ties
Influence
any behavior that attempts to alter someone's attitudes or behavior
Inoculation Effect
approach to convincing people to change their minds about something by first introducing reasons why the perspective might be correct and then debunking them
Organizational politics is more common where decisions are
based on complex and ambiguous rules
In terms of managing social networks, organizational leaders should
be aware of them, as they reflect the real distribution of power.
Organizational Politics
behaviors that others perceive as self-serving tactics at the expense of other people and possibly the organization
The number or percentage of connections you have to others in the network is
centrality
Employees have _____, ranging from sarcasm to ostracism, to ensure that coworkers conform to team norms.
coercive power
Coalition Formation
forming a group that attempts to influence others by pooling the resources and power of its members
Sharing information among friends, doing favors for others, and connecting people to job opportunities are all examples of:
increasing power of social capital
Silent Authority
influencing behavior through legitimate power without explicitly referring to that power base
People with centrality in social networks are able to influence others by using.....
information control
Legitimate power occurs when
it is agreed that people in certain roles can request certain behaviors of others.
The most effective strategy to prevent environmental changes from occurring is
prevention
Exchange
promising benefits or resources in exchange for the target person's compliance
Introducing clear rules for resource allocation is one way of
reducing organizational politics regarding that decision.
Soft Influence Tactics
rely more on personal sources of power (referent, expert) and appeal to the target person's attitudes and needs (include persuasion, impression management, and exchange)
Social Networks
social structures of individuals or social units that are connected to each other through one or more forms of interdependence
The power of a labor union weakens when the company introduces technologies that replace the need for the union's members. Technology is a(n) _____ for employees and, consequently, reduces union power.
substitute
Machiavellian Values
the beliefs that deceit is a natural and acceptable way to influence others and that getting more than one deserves is acceptable
Power
the capacity of a person, team, or organization to influence others
Referent Power
the capacity to influence others on the basis of an identification with and respect for the power holder
Substitutability
the degree to which people have alternatives in accessing resources
Norm of reciprocity
the expectation that helping others will increase the likelihood that they will help us in the future
Discretion
the freedom to decide what should be done in a particular situation
Social Capital
the goodwill and resulting resources shared among members in a social network
Ingratiation
the use of strategies, such as flattery, by which people seek to gain another's favor
Charisma
type of referent power that is meant when we say a celebrity has "star power"
Political behavior is more common in work units and organizations
where it is tolerated and reinforced