Leadership: Ch 4- Power and Influence
Hard tactics are used when:
An influencer has the upper hand. Resistance is anticipated. When follower's behavior violates important norms.
Legitimate power
Depends on a person'a organizational role.
How do you acquire the different types of power?
Experience, situation
5 sources of interpersonal power
Expert Referent Reward Coercive Legitimate
What is the reaction of followers to the use of each type of power?
Expert - Able to influence others through relative expertise in particular areas. If different followers have considerably greater amounts of expert power, the leader may be unable to influence them using expert power alone. Refernt - The stronger the relationship, the more influence leaders and followers exert over each other. Legitimate - Allows exertion of influence through requests or demands deemed appropriate by virtue of role and position. Reward - Joint function of the leader, followers, and the situation.Overemphasis cna lead to resentment. Extrinsic rewards may not have the same effects as intrinsic. Coercive - Can inherent limitations and drawback.
How do the 5 sources of interpersonal power relate to the three components of the interactional model?
Leader > Expert Leader, Followers >Referent Leader, Followers, Situation > Reward Leader, Situation > Coercive Situation > legitimate
What role does activity inhibition play in the proper use of power?
Leaders who are relatively uninhibited in their need for power will use power impulsively.. Leaders with a high need for power but low activity inhibition may be successful in the short term, but create hazards for the long-term.
Rational tactics are used when:
Parties are relatively equal in power. Resistance is not anticipated. Benefits are organizational as well as personal.
What are the two types of power motives?
Personalized power Socialized power
Expert power
Power of knowledge.
Various type of influence tactics.
Rational persuasion Inspirational appeals Consultation Ingratiation Personal appeals Exchange Coalition tactics Pressure tactics Legitimizing tactics Upward appeal
How do we measure the impact of leader power and influence?
The behaviors or attitudes manifested by followers as a result of leader's influence tactics. Leaders can cause fairly substantial changes in subordinates' attitudes and behaviors. The amount of power followers have in work situations can also very dramatically. Large amount of power may successfully employ a wider variety of influence tactics.
Power
The capacity to produce effects on others, or the potential to influence others. Does not need to be exercised in order to have its effect. Attributed to others on the basis and frequency of influence tactics they use and on their outcomes.
Influence
The changed in a target's attitudes, values, beliefs, or behaviors as the result of influence tactics.
Referent power
The potential influence one has due to the strength of the relationship between the leader and the followers. Often takes time to develop.
Reward power
The potential to influence others due to one's control over desired resources.
Coercive power
The potential to influence others through the administration of negative sanctions or the removal of positive events.
Soft tactics are typically used when:
They are at a disadvantage. They expect resistance. They will personally benefit if the attempt is successful.
Leaders with only coercive or legitimate power may use only
coalition, upward appeal, legitimizing, or pressure tactics.
Leaders with high referent power generally do not use
legitimizing or pressure tactics.
A strong relationship exists between _________________ power and types of ____________ tactics used.
relative, influence
Using influence tactics can be though of as a
social skill.
