Documente Academic
Documente Profesional
Documente Cultură
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Person A
Person B
Person As power over Person B
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Contingencies of Power
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Sources of Power
Legitimate
Agreement that people in certain roles can request certain behaviors of others Based on job descriptions and mutual agreement Legitimate power range (zone of indifference) varies across national and org cultures.
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Sources of Power
Legitimate Reward
Ability to control the allocation of rewards valued by others and to remove negative sanctions Operates upward as well as downward
10-7
Sources of Power
Legitimate Reward Coercive
Ability to apply punishment Exists upward as well as downward Peer pressure is a form of coercive power
10-8
Sources of Power
Legitimate Reward Coercive
Expert
The capacity to influence others by possessing knowledge or skills that they value More employee expert power over companies in knowledge economy
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Sources of Power
Legitimate Reward Coercive
Expert Referent
Occurs when others identify with, like, or otherwise respect the person Associated with charismatic leadership
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network
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Contingencies of Power
Sources of Power Contingencies of Power Substitutability Centrality Discretion Power over others
Visibility
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Increasing Nonsubstitutability
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Centrality
Degree and nature of interdependence between powerholder and others Centrality is a function of:
How many others are affected by you
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Discretion
The freedom to exercise judgment Rules limit discretion, limit power Also a perception acting as if you have discretion
Visibility
Symbols communicate your power source(s) - Educational diplomas - Clothing etc (stethoscope around neck) Salience - Location others more aware of your presence
10-17
Cultivating social relationships with others to accomplish ones goals Increases power through:
social capital
referent power
visibility and centrality contingencies
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Influencing Others
organizational objectives
Operates up, down, and across the organizational
hierarchy
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Types of Influence
Silent Authority
Following requests without overt influence
more
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Coalition Formation
Group forms to gain more power than individuals alone 1. Pools resources/power 2. Legitimizes the issue 3. Power through social identity
more
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Persuasion
Logic, facts, emotional appeals Depends on persuader, message content, message medium, audience
more
10-22
Exchange
Promising or reminding of past benefits in exchange for compliance Includes negotiation and networking
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Resistance
Compliance
Commitment
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Resistance
Compliance
Commitment
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Soft tactics generally more acceptable than hard tactics Appropriate influence tactic depends on:
Influencers power base Organizational position Cultural values and expectations
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Organizational Politics
Behaviors that others perceive as selfserving tactics for personal gain at the expense of other people and possibly the organization.
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Tolerance of Politics
Scarce Resources
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Introduce clear rules for scarce resources Effective organizational change practices Suppress norms that support or tolerate self-serving behavior Leaders role model organizational citizenship Give employees more control over their work Keep employees informed
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