Leadership in Context Chapter 4: Power and Influence

personal appeals

agent asks a favor out of friendship

Act of using ____ ____ leads to negative ____ about others.

hard tactics; attributions

soft tactics

ingratiation

Leaders should pay attention to ____ they believe such influence tactics are called for.

why

Individuals with large amount of power may successfully employ a ____ _____ of influence tactics than individuals with little power.

wider variety

French and Raven 5 bases of power

1. Expert 2. Referent 3. Legitimate 4. Reward 5. Coercive

generalizations about power and influence (4)

1. effective leaders take advantage of all sources of power 2. leaders are open to being influenced by subordinates 3. leaders vary to extent that they share power with subordinates 4. effective leaders work to increase their power bases or become more willing to use coercive power

motivation to manage six composites

1. maintaining good relationships with authority figures 2. wanting to compete for recognition and advancement 3. being active and assertive 4. wanting to exercise influence over subordinates 5. being visibly different from others 6. being willing to do routine administrative tasks

implications of findings concerning need for power and motivation to manage (4)

1. not all individuals like being leaders 2. high need for power or motivation to manage does not guarantee leadership success 3. leaders require high need for socialized power and high level of activity inhibition to be successful in long run 4. followers also differ in need for power, activity inhibition, motivation to manage

two ways of expressing need for power

1. personalized power 2. socialized power

Milgram's shock experiment

70% of subjects carried through with their orders

pointing

acceptable for high-status figures or those looking to assert dominance

ingratiation

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

consultation

agents ask targets to participate in planning an activity

legitimizing tactics

agents make requests based on position or authority

coalition tactics

agents seek aid or support of others to influence the target

Influence Behavior Questionnaire (IBQ)

assesses 9 types of influence tactics, and its scales provide convenient overview of various methods of influencing others

Uniforms and other specialized clothing have been associated with _____ and _____.

authority; status

Influence tactics intended to ____ ____ ___ more frequently lead to _____ _____.

build others up; positive outcomes

power

capacity to produce effects on others or the potential to influence others

influence

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

A potential problem with reward power is that it may produce ____ but not other desirable outcomes like ____.

compliance; commitment

staring

considered disrespectful to stare in America

legitimate power

depends on a person's organizational role; one's formal or official authority

rational tactics

exchange and rational appeals

socialized power

exercised in service of higher goals to others or organizations and often involves self-sacrifice toward those ends; involves empowering style of management and leadership

Generally, leaders who rely primarily on ___ and ___ power have subordinates who are more motivated and satisfied, absent less, and perform better.

expert; referent

People use ___ ____ when they anticipate resistance, or when other person's behavior violates ____ ____.

hard tactics; important norms

Leaders with a ____ ____ for power but ____ activity inhibition may only be successful in the short term.

high need; low

interrupting

higher-power persons and men interrupt more frequently

Many fail to achieve ____ ____ due to their lack of _____ _____ for influence.

increased influence; political skills

personalized power

individuals are selfish, impulsive, uninhibited, and lack self-control; exercise power for own needs

exchange

influencing a target through the exchange of favors

When ___ ___, females showed greater concern for ____ than males.

influencing upward; others

During emergency situations, leaders may be more apt to draw on their ___ and ___ bases of power.

legitimate; coercive

hard tactics

legitimizing or pressure tactics

Leaders with high referent power generally do not use ____ or ____ tactics to influence followers.

legitimizing; pressure

Influence attempts based on ____ analyses are most frequently reported by managers to exert ___ ____ and upward influence.

logical; lateral influence

touching

more acceptable for superiors vs subordinates

rational persuasion

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

influence tactics

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

need for power

people's motivation to influence or control others

Clumsy influence attempts come across as ____ and ____.

phony; counterproductive

referent power

potential influence one has due to strength of relationship between leader and followers

reward power

potential to influence others due to one's control over desired resources

coercive power

potential to influence others through administration of negative sanctions or removal of positive events

expert power

power of knowledge, people can influence one another through relative expertise in particular areas

Thematic Apperception Test

projective personality test consisting of pictures that asks subjects to make up stories which are interpreted in terms of the strengths of the various needs imputed to the characters

The acquisition and application of power indices transformation of individual ____ ____, with the result being manifested by actions to further ___ ____.

psychological processes; increase power

People use ____ ____ when parties are equal in power, resistance is not anticipated, and benefits are organizational and personal.

rational tactics

Followers are more likely to use coercive power to change their leader's behavior if they have a relatively high amount of ___ ___ with their co-workers.

referent power

inspirational appeals

requests or proposals designed to arouse enthusiasm or emotions in targets

Leaders can enhance their ____ ____ by spending some time reflecting on the followers and the situation.

reward power

Miner's Sentence Completion Scale (MSCS)

series of incomplete sentences dealing with six components described, which are scored according to established criteria to predict leadership success in hierarchical or bureaucratic organizations

People use ___ ____ when they are at a disadvantage, expect ____, or when they will personally benefit if attempt is successful.

soft tactics; resistance

Followers can actively resist a leader's influence attempt by doing only work ____ ____ in job descriptions, _____ ____, or union policies.

specifically prescribed; bureaucratic rules

pecking order

status differential between members of a group

pressure tactics

threats or persistent reminders to influence targets

Referent power is a ____ ____.

two-way street