CH 13

importance

refers to the value of the resource

power

the ability to influence the behavior of others to get what you want

weak ties

are characterized by less frequent interaction and often do not have as much emotional attachment, but they are also easier to maintain, and therefore people can have more of them

central connectors

are people linked to the greatest number of people

boundary spanners

are people who connect one network to another within the company or even across organizations

social networks

are visual maps of relationships between individuals

expert power

comes from knowledge and skill. Jeff Bezos, CEO of Amazon.com, has expert power from his ability to know what customers want—even before they can articulate it. Others who have expert power in an organization include long-time employees, such as a steelworker who knows the temperature combinations and length of time to get the best yields

peripheral specialists

have special expertise that can be drawn on even though they often work independently of the group

other focused impression management

includes complimenting or praising the other party, doing favors to them, or conforming to their opinions to make oneself more attractive and likeable to the other party

self focused impression management

includes promoting and enhancing one's qualities to create a specific image in the eyes of the other person regarding one's qualities

nonverbal impression management

includes the clothes you choose to wear and your demeanor. Your smile, posture, and body language are important aspects

rational persuasion

includes using facts, data, and logical arguments to try to convince others that your point of view is the best alternative. This is the most commonly applied influence tactic.

legitimate power

is power that comes from one's organizational role or position. For example, a manager can assign projects, a police officer can arrest a citizen, and a teacher assigns grades. Others comply with the requests these individuals make because they accept the legitimacy of the position, whether they like or agree with the request or not.

reward power

is the ability to grant a reward, such as an increase in pay, a perk, or an attractive job assignment. Reward power tends to accompany legitimate power and is highest when the reward is scarce. Anyone can wield reward power, however, in the form of public praise or giving someone something in exchange for their compliance.

downward influence

is the ability to influence employees lower than you.

upward influence

is the ability to influence your boss and others in positions higher than yours.

coercive power

is the ability to take something away or punish someone for noncompliance. Coercive power often works through fear, and it forces people to do something that ordinarily they would not choose to do. The most extreme example of coercion is government dictators who threaten physical harm for noncompliance. Parents may also use coercion such as grounding their child as punishment for noncompliance.

impression management

means actively shaping the way you are perceived by others. You can do this through your choice of clothing, the avatars or photos you use to represent yourself online, the descriptions of yourself on a résumé or in an online profile, and so forth

legitimating tactics

occur when the appeal is based on legitimate or position power

resistance

occurs when the influence target does not wish to comply with the request and either passively or actively repels the influence attempt

compliance

occurs when the target does not necessarily want to obey, but they do

commitment

occurs when the target not only agrees to the request but also actively supports it as well. Within organizations, commitment helps to get things done, because others can help to keep initiatives alive long after compliant changes have been made or resistance has been overcome.

strong ties

often indicate emotional support, not just informational support between people

dependency

power that a person or unit gains from their ability to handle actual or potential problems facing the organization

coalition tactics

refer to a group of individuals working together toward a common goal to influence others. Common examples of coalitions within organizations are unions that may threaten to strike if their demands are not met. Coalitions also take advantage of peer pressure. The influencer tries to build a case by bringing in the unseen as allies to convince someone to think, feel, or do something

ingratiation

refers to different forms of making others feel good about themselves. Ingratiation includes any form of flattery done either before or during the influence attempt. Research shows that ingratiation can affect individuals.

pressure

refers to exerting undue influence on someone to do what you want or else something undesirable will occur. This often includes threats and frequent interactions until the target agrees. Research shows that managers with low referent power tend to use pressure tactics more frequently than those with higher referent power.

exchange

refers to give-and-take in which someone does something for you, and you do something for them in return.

personal appeal

refers to helping another person because you like them and they asked for your help. We enjoy saying yes to people we know and like

substitutability

refers to one's ability to find another option that works as well as the one offered

political skill

refers to people's interpersonal style, including their ability to relate well to others, self-monitor, alter their reactions depending on the situation they are in, and inspire confidence and trust.

conformity

refers to people's tendencies to behave consistently with social norms

consultation

refers to the influence agent's asking others for help in directly influencing or planning to influence another person or group. Consultation is most effective in organizations and cultures that value democratic decision making.

scarcity

refers to the uniqueness of a resource. The more difficult something is to obtain, the more valuable it tends to be

information power

s similar to expert power but differs in its source. Experts tend to have a vast amount of knowledge or skill, whereas information power is distinguished by access to specific information. For example, knowing price information gives a person information power during negotiations. Within organizations, a person's social network can either isolate them from information power or serve to create it

inspirational appeals

seek to tap into our values, emotions, and beliefs to gain support for a request or course of action

referent power

stems from the personal characteristics of the person such as the degree to which we like, respect, and want to be like them. Referent power is often called charismaThe ability to attract others, win their admiration, and hold them spellbound.—the ability to attract others, win their admiration, and hold them spellbound.

social network analysis

a systematic effort to examine the structure of social relationships in a group