Leadership - Ch. 5 (Hughes)
Rational tactics
(Exchange or rational appeal) Used when parties are relatively equal in power, resistance is not anticipated, and when benefits are both personal and organizational
Soft tactics
(Ingratiation) Used when people are at a disadvantage, expect resistance, or can personally benefit of the attempt is successful
Hard tactics
(Legitimizing or pressure tactics) Used when an influencer has the upper hand, anticipates resistance or when the person's behavior violates important norms
Sources of leader power
Arrangement of furniture, displaying symbols like diplomas, choice of clothing, presence or absence of a crisis
IBQ: Influence behavior questionnaire
Assesses 9 tactics: rational persuasion, inspirational appeals, consultation, ingratiation, personal appeals, exchange, coalition tactics, pressure tactics, legitimizing tactics
Motivation to manage
Consists of 6 compositions; PAGE 153
Intrinsic rewards
Feelings of accomplishment, personal growth, development; has more of an effect than extrinsic rewards
Socialized power
Implies a more emotionally mature expression as the motive
Reward power
Involves the potential to influence others due to one's control over desired resources; is: power to give raises, bonuses, promotions, etc
What is TAT?
It is a projective personality test consisting of pictures. Subjects are asked to make up a story based on the pictures they are given.
Leaders who rely primarily on referring and expert power had subordinates who are more?
Motivated, satisfied, absent less, and perform better
Influence tactics
One person's actual behaviors designed to change another person's attitudes, beliefs, values or behaviors
Legitimate power
One's formal or official authority based on their organizational role
Coercive power
Opposite of reward power. The potential to fluency others through the administration of negative sanctions or the removal of positive events. Example: controlling others through the fear of punishment
Need for power
People vary in their motivation to influence and control others
Two ways of expressing the need for power?
Personalized power and socialized power
Reference power
Potential influence one has due to the strength of the relationship between the leader and the followers
Expert power
Power of knowledge
Extrinsic rewards
Praise, compensation, promotion and/or privileges
Miner's sentence completion scale (MSCS)
Projective test to measure a person's motivation to manage; consists of a series of incomplete sentences focused on the components of motivation to change
Personalized power
Relatively selfish, impulsive, and lacking self-control
Most common form of coercion?
Simply a superior's temperamental outbursts
Pecking order
Status differential between members of a group
Joint function
The ability to influence others through the ability to administer rewards between the leader, followers, and situation
Power
The capacity to cause change
Power
The capacity to produce effects on others or potential influence on others
Influence
The change in a target agent's attitudes, values, beliefs or behaviors as the result of influence tactics
TAT
Thematic Apperception Test
