Chapter 5: Power and Influence Leadership

What's the difference between power and influence?

Power is the capacity to cause change. Influence is the degree of actual change in a target's attitudes, values, beliefs or behaviors.

influence tactics

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

What are the 5 Bases of Social Power? Define.

expert, referent, reward, coercive, legitimate. ways to influence others.

exchange

influencing a target through the exchange of favors

What are the six composites of the motivation to manage?

maintaining food 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

inspirational appeals

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

socialized power

more emotionally mature, exercised in the service of higher goals to others or organizations. involves empowering rather than an autocratic style of management and leadership

Legitimate power.

one's formal or official authority.

personalized power

people who have a high need for personalized power are relatively selfish, impulsive, uninhibited, and lacking in self control. exercise power for the own needs, not for the good of group/organization

What are two ways if expressing the need for power?

personalized, socialized power

Referent power

power due to strength of relationship between the leader and followers

Coercive power.

punishment, the potential to influence others through the administration of negative sanctions or the removal of positive events. fear, loss of valued incomes

Name 9 types of influence tactics.

rational persuasion inspirational appeals consultation ingratiation personal appeals coalition tactics pressure tactics legitimizing tactics

projective personality test

subjects are asked to make up a story about each picture and the stories are interpreted in terms of strengths of various needs imputed to the characters

Power

the capacity to produce effects on or influence others

influence

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

Reward power. Give example.

the potential to influence others due to one's control over desired resources. example: raises, bonuses, promotions

Expert power

the power of knowledge, influencing through expertive

pecking order

the status differential between members of a group.

pressure tactics

threats or persistent reminders

coalition tactics

used when agents seek the aid of support of other to influence the target

consulation

when agents ask targets to participate in planning an activity

legitimizing tactics

when agents make requests based on their position or authority

rational persuasion

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

ingratiation

when the agent attempts to get you in a good mood before making a request

personal appeals

when they ask another to a favor out of friendship