MGT 312 FINAL EXAM (power and influence)
5 bases of power (465)
-legitimate power -reward power (gained by promising gifts) -coercive power(makes threats) -expert power(valued knowledge) -referent power(given due to social relationships)
common influence tactics (477)
1.rational persuasion (trying to convince someone with reason) 2.inspirational appeals (trying to build esteem) 3.consultation (getting others to participate) 4.ingratiation (getting others in a good mood prior to asking) 5.personal appeals ( referring to friendships when making request) 6.exchange (trading favors) 7.coalition tactics (getting others on your side to persuade someone) 8.pressure (demanding or using threats) 9.legitimating tactics (basing request on policies, authority, or support from superiors)
empowerment (472)
consists of efforts to enhance employee performance, well-being, and positive attitudes -structural (transfers authority and responsibility from management to employees) -psychological (occurs when we feel a sense of: meaning, competence, self-determination, impact at work)
self- efficacy (97)
is a persons belief about his or hers chances of successfully accomplishing a specific task
locus of control (100)
is a relatively stable personality characteristics that describes how much personal responsibility we take for our behavior and its consequences -internal: people who believe they control the events and consequences that affect their lives -external: those who believe their performance is the product of circumstances beyond their immediate control possess
Machiavellian
is the use of manipulation, a cynical view of human nature, and a moral code that puts results over principles
rational model vs. political model
rational: it is based on the logic of optimal choice: the choice that would maximize value for the organizations political: does not focus on a single issue but on many intraorganizational problems that reflect their personal goals
role of conflict
situation in which a person is expected to play two incompatible roles. For example, a boss will suffer role conflict if forced to fire an employee who is also a close friend.
