MGMT 3600 Ch. 10

Assertiveness

Actively applying legitimate and coercive power by applying pressure or threats

Impression Management

Actively shaping our public image

Reward Power

Based on a person's ability to decide pay, promotions, scheduling, and work assignments

Which contingency of power are unions mainly applying by going on strike at a critical time in the company's business cycle?

Centrality

What does the effectiveness of persuasion depend on?

Contents of the message Characteristics of the persuader Audience being persuaded

Centrality

Contingency of power referring to where you're located in the network

What determines the selection of the influence tactic?

Cultural values

Which of the following is an example of the influence tactic of forming coalitions?

Employees get together to show management that they collectively request that the company purchase new computer equipment.

What are ways to minimize organizational politics?

Encourage employee involvement Have clear guidelines and rules

________ is called a ________ influence tactic.

Exchange; soft

Information Control

Explicitly manipulating someone else's access to information for the purpose of changing their attitudes and/or behavior

True or false: When describing the range zone of indifference, it is important to know that it increases with the level of power in the person with legitimate authority

False: Trust

True or false: Legitimate power has restrictions; it only gives the power holder the right to ask for a range of behaviors from others. This range is known as the "norm of reciprocity

False: Zone of indifference

True or False: The only way employees get ahead is by developing their competencies.

False: developing their competencies, but by social networking

True or false: An employee's ability to influence others increases as the source of his or her power becomes more substitutable.

False: has a monopoly over a valued resource

Power Through Information Control

Filtering information upwards to middle managers so your group work looks better

Which of the following networking styles increases a person's expert power?

Gaining valuable information through networking

Power in motion

Influence

Upward Appeal

Relying symbolically or in reality on people with higher authority or expertise to support our position

What are the consequences of using hard influences?

Resistance and Commitment

What are conditions that support organization politics?

Scarce resources Ambiguous or complex rules Change creates ambiguity and threatens the employee's power and other valued resources More common in work units and organizations where it is tolerated and reinforced

Visibility

Seen in an office rather than telecommuting

Hard Influence Tactics

Silent authority Upward appeal Coalition formation Information control Assertiveness

What are the types of influence tactics?

Silent authority, assertiveness, information control, coalition formation, upward appeal, persuasion, impression management, exchange

The sources of power only generate power in certain conditions including:

Substitutionality, centrality, visibility

When does silent authority occur?

Target person's role expectations Requester's legitimate power

Guanxi

The Chinese practice of building networks for social exchange

True or False: People might gain power by convincing others that they have something of value.

True

True or false: People with power over others have more difficulty empathizing.

True

Asymmetric Dependence

Unequal exchange from one party to another

Persuasion

Using logical arguments, factual evidence, and emotional appeals to convince people of the value of a request

Genevieve makes sure that she walks by her boss's office several times a day and tries to greet and make eye contact with her. She is trying to increase her

Visibility

Coalition

a group that attempts to influence people outside the group by pooling the resources and power of its members

Upward appeal

a type of influence in which someone with higher authority or expertise is called on in reality or symbolically to support the influencer's position

Coercive Power

ability to apply punishment

Expert Power

ability to cope with uncertainty in the environment

Impression Management

actively shaping through self-presentation and other means the perceptions and attitudes that others have of us

Legitimate Power

an agreement among organizational members that people in certain roles can request a set of behaviors from others

Structural Hole

an area between two or more dense social network areas that lacks network ties

Influence

any behavior that attempts to alter someone's attitudes or behavior

Inoculation Effect

approach to convincing people to change their minds about something by first introducing reasons why the perspective might be correct and then debunking them

Organizational politics is more common where decisions are

based on complex and ambiguous rules

In terms of managing social networks, organizational leaders should

be aware of them, as they reflect the real distribution of power.

Organizational Politics

behaviors that others perceive as self-serving tactics at the expense of other people and possibly the organization

The number or percentage of connections you have to others in the network is

centrality

Employees have _____, ranging from sarcasm to ostracism, to ensure that coworkers conform to team norms.

coercive power

Coalition Formation

forming a group that attempts to influence others by pooling the resources and power of its members

Sharing information among friends, doing favors for others, and connecting people to job opportunities are all examples of:

increasing power of social capital

Silent Authority

influencing behavior through legitimate power without explicitly referring to that power base

People with centrality in social networks are able to influence others by using.....

information control

Legitimate power occurs when

it is agreed that people in certain roles can request certain behaviors of others.

The most effective strategy to prevent environmental changes from occurring is

prevention

Exchange

promising benefits or resources in exchange for the target person's compliance

Introducing clear rules for resource allocation is one way of

reducing organizational politics regarding that decision.

Soft Influence Tactics

rely more on personal sources of power (referent, expert) and appeal to the target person's attitudes and needs (include persuasion, impression management, and exchange)

Social Networks

social structures of individuals or social units that are connected to each other through one or more forms of interdependence

The power of a labor union weakens when the company introduces technologies that replace the need for the union's members. Technology is a(n) _____ for employees and, consequently, reduces union power.

substitute

Machiavellian Values

the beliefs that deceit is a natural and acceptable way to influence others and that getting more than one deserves is acceptable

Power

the capacity of a person, team, or organization to influence others

Referent Power

the capacity to influence others on the basis of an identification with and respect for the power holder

Substitutability

the degree to which people have alternatives in accessing resources

Norm of reciprocity

the expectation that helping others will increase the likelihood that they will help us in the future

Discretion

the freedom to decide what should be done in a particular situation

Social Capital

the goodwill and resulting resources shared among members in a social network

Ingratiation

the use of strategies, such as flattery, by which people seek to gain another's favor

Charisma

type of referent power that is meant when we say a celebrity has "star power"

Political behavior is more common in work units and organizations

where it is tolerated and reinforced