MGT 475 Chapter 4

Ingratiation

occurs when an agent attempts to get you in a good mood before making a request.

Personalized power

A way of expressing the need for power which is relatively selfish, impulsive, uninhibited and lacking in self-control. These individuals exercise power for their own needs, not for the good of the group or the organization.

Motivation to manage

Individuals very in their motivation to manage, just as in their need for power. Miner described 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. Minor used the Sentence Completion Scale. (MSCS). example: "My relationship with my boss..."

Projective personality test

McClelland has used the Thematic Apperception test (TAT) to assess need for power. Ambiguous pictures of people are shown to subjects and they are asked to tell a story about the needs of the person in the picture. The subjects own needs are projected onto the characters. example: Stories concerned with influencing or controlling others would receive high scores for the need for power.

Need for power

McClelland's term: People vary in their motivation to influence or control others. People with a high need for power derive psychological satisfaction from influencing others.

Influence tactics

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

Pecking order

Refers to the Status differential between members of a group. Example: Baboons "know their place". Rank has it's privileges.

Referent power

Refers to the potential influence one has due to the strength of the relationship between the leader and the followers. When people admire a leader and see her as a role model, we say she has referent power.

Power

The capacity to produce effects on others or the potential to influence others

Influence

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

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. It is the ability to control others through the fear of punishment or the loss of valued outcomes

Expert power

The power of knowledge. Some people can influence others through their relative expertise in particular areas.

Pressure tactics

Threats or persistent reminders used to influence targets. example: A judge gives a suspended sentence to a prisoner but tells him to consider it a "sword hanging over his head" if he breaks the law again.

Personal Appeals

agents use these when they ask another to do a favor out of friendship.

Legitimate power

depends on a person's organizational role. It can be thought of as one's formal or official authority. Example: the coach decides who plays

Coalition tactics

differs from consultation in that they are used when agents seek the aid or support of others to influence the target. example: When several significant people confront an alcoholic.

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. It often involves an empowering, rather than an autocratic, style of management and leadership

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. Example: The power to give raises, bonuses, and promotions.

Inspirational appeals

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

Legitimizing tactics

occur when agents make requests based on their position or authority. example: A principal asks a teacher to be on the school's curriculum committee, and the teacher accedes despite reservations because it is the principal.

Consultation

occurs when agents ask targets to participate in planning an activity. example: if a minister established a committee to help plan the layout of a new church addition...leads to a better building plan and strengthens member commitment.

Rational persuasion

occurs when an agent uses logical arguments or factual evidence to influence others. example: when a politician's adviser explains how demographic changes in the politician's district make it important for the politician to spend relatively more time in the district seeing constituents than she has in the recent past.