LEADERSHIP NEW CH. 4

McClelland and his associates have used the

Thematic Apperception Test (TAT) to assess need for power.

Socialized power implies

a more emotionally mature expression of the motive. Socialized power is exercised in the service of higher goals to others or organizations and often involves self-sacrifice toward those ends.

Consultation occurs when

agents ask targets to participate in planning an activity.

legitimizing tactics occur when

agents make requests based on their position or authority.

Ingratiation occurs when

an agent attempts to get you in a good mood before making a request. A familiar example here would be a salesperson's good-natured or flattering banter with you before you make a decision about purchasing a product.

Rational persuasion occurs when

an agent uses logical arguments or factual evidence to influence others.

Influence

can be defined as the change in a target agent's attitudes, values, beliefs, or behaviors as the result of influence tactics.

Legitimate power

depends on a person's organizational role. It can be thought of as one's formal or official authority.

Agents use personal appeals when they ask another to

do a favor out of friendship. A sentence that opens with, "Bill, we've known each other a long time and I've never asked anything of you before" represents the beginning of a personal appeal.

Power

has been defined as the capacity to produce effects on others6 or the potential to influence others.

An example of consultation would be

if a minister established a committee of church members to help plan the layout and use of a new church addition

exchange

influencing a target through the exchange of favors

Reward power

involves the potential to influence others due to one's control over desired resources.

Expert power

is the power of knowledge. Some people can influence others through their relative expertise in particular areas. A surgeon may wield considerable influence in a hospital because others depend on her knowledge, skill, and judgment, even though she may have no formal authority over them

Agents make inspirational appeals when they

make a request or proposal designed to arouse enthusiasm or emotions in targets.

People vary in their motivation to influence or control others. McClelland called this the

need for power, and individuals with a high need for power derive psychological satisfaction from influencing others. They seek positions where they can influence others, and they are often involved concurrently in influencing people in many different organizations or decision-making bodies.

projective personality test consists of

pictures such as a woman staring out a window or a boy holding a violin. Subjects are asked to make up a story about each picture, and the stories are then interpreted in terms of the strengths of various needs imputed to the characters, one of which is the need for power.

A judge who gives a convicted prisoner a suspended sentence but tells him to consider the suspension a "sword hanging over his head" if he breaks the law again is using

pressure tactics

Threats or persistent reminders used to influence targets are known as

pressure tactics

Influence tactics

refer to one person's actual behaviors designed to change another person's attitudes, beliefs, values, or behaviors.

When people admire a leader and see her as a role model, we say she has

referent power.

Referent power

refers to the potential influence one has due to the strength of the relationship between the leader and the followers.

pecking order

refers to the status differential between mem- bers of a group

People with personalized power are:

relatively selfish, impulsive, uninhibited, and lacking in self-control.

A dramatic example of coalition tactics occurs when

several significant people in an alcoholic's life (such as spouse, children, employer, or neighbor) agree to confront the alcoholic in unison about the many dimensions of his or her problem

Coercive power (the opposite of reward power) is:

the potential to influence others through the administration of negative sanctions or the removal of positive events. In other words, it is the ability to control others through the fear of punishment or the loss of valued outcomes.

Coalition tactics differ from consultation in that

they are used when agents seek the aid or support of others to influence the target.

Miner described the motivation to manage in terms of six composites:

• Maintaining good relationships with authority figures. • Wanting to compete for recognition and advancement. • Being active and assertive. • Wanting to exercise influence over subordinates. • Being visibly different from followers. • Being willing to do routine administrative tasks.