MGT320-Chapter 13

List three ways that followers respond to the different bases of power

1) Engagement-followers are motivated to follow "Yes, I will do that!" 2) Compliance-although followers obey, they are not motivated/happy to comply "I will do that, although I do not want to!" 3) Resistance-individuals refuse to follow "No, I will NOT do that." Without any bases of power, individuals will likely resist influence. Legitimacy, Reward, and Coercive bases of power will influence individuals to comply, but those three bases are not enough to influence individuals to engage. Engagement only happens with expert and/or referent power.

Two general groupings of power sources

1) Formal sources include legitimate, coercive, and reward. 2) Personal sources include expert and referent.

Nine Power or Influence Tactics:

1) Legitimacy 2) Rational Persuasion 3)Inspirational Appeals 4)Consultation 5)Exchange 6)personal Appeals 7)Ingratiation 8)Pressure 9)Coalitions

Five Bases of Power

Coercive, Reward, Legitimate, Expert, Referent

Which bases of Power are the most effective?

Personal power is more effective. Both types of personal power, expert and referent, are positively related to employee satisfaction, organizational commitment, and performance. In contrast, formal bases of power are not associated with positive work outcomes. Coercive power is negatively related to employee satisfaction and commitment.

Power

a capacity that one person has to influence the behavior of another so that the other acts in accordance with the first person's wishes

Personal Appeals

asking for compliance based on friendship or loyalty

Inspirational Appeals

developing emotional commitment by appealing to a target's values, needs, hopes, and aspirations.

Coercive Power

driven by fear; a target reacts to this power out of fear of the negative results that would occur if he or she fails to comply; it rests on the application or threat of application, of physical sanctions (pain, frustration, or threatening lower order needs)

Coalitions

enlisting the aid of other people to persuade the target or using the support of others as a reason for the target to agree

Legitimate Power

in formal groups and organizations, this common base of power is the formal authority to control and use organizational resources based on structural positions; it is the base on member acceptance of the power, not simply the power to coerce and reward given with that position.

Consultation

increasing the target's motivation and support by involving him or her in deciding how the plan or change will be done

Zone of Indifference

is the range in which attempts to influence a person will be perceived as legitimate and will be acted on without a great deal of thought

Rational Persuasion

presenting logical arguments and factual evidence to demonstrate the request is reasonable.

Legitimacy

relying on one's positional authority or stressing the request is in accordance with organizational policies and rules

Exchange

rewarding the target with benefits or favors in exchange for following a request

Power requires a dependency relationship

the greater the dependency, the greater the power that exists. This implies that the individual being influenced needs something from the individual holding the power. Dependence is increased as the number of alternatives decreases because control over scarce alternatives gives power. The more desirable an alternative is, the more dependent a person is on the controller who controls the alternative and therefore the more power the controller has.

Expert Power

this is influence wielded because of expertise, special skill, or knowledge; has become a powerful source of influence as the world becomes more technologically oriented.

Reward Power

this source of power is based on producing positive benefits for the target who complies; the incentive can be financial (pay or bonuses) or nonfinancial (recognition, interesting assignments, or preferred work shifts.)

Ingratiation

using flattery, praise, or friendly behavior prior to making the request

Pressure

using warnings, repeated demands, and threats