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
