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35 Cards in this Set
- Front
- Back
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Influence
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a transaction in which person B is induced by person A to behave a certain way.
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Power
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the capability to get someone to do something
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power vs. influence
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power is the potential to influence. influence is power in action. you may have power but not use it. on the other hand you cannot influence anyone without power.
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French & Ravens 5 Bases of Power
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Legitimate, Reward, Coercive, Expert, Referent
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Legitimate Power
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capacity to influence derived from the position of a manager/ person within the organizational hierarcy. People believe that they have to comply.
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Authority
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the ability to influence others based on the perceived power of ones position and role within an organization.
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Characteristics of Organizational Authority
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1) invested in persons position 2) it is accepted by subordinates 3) authority is used vertically.
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Zone of Indiffernce
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if all orders are arranged by acceptability, some would be clearly acceptable while others would be unacceptable. linked to legitimate power. A persons zone may be wider or narrower depending on factors such as the extent to which the boss has a source of power other than authority.
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Reward Power
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an influence over others based on hope of reward. able to reward a follower for compliance. back up to legimate power. only works if the person wants the reward.
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Coercive Power
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Power to punish. influence based on fear, not reward. also goes with fear of rejection.
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Expert Power
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capacity of influence related to some expertise, special skill or knowledge. Have power even when they are low on the organizational hierarchy. the more difficult it is to replicate the expert the greater the degree of power. expert power is a personal characteristic.
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Referent Power
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power based on subordinates identification with a charaismatic supervisior
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Charisma
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a term used to describe actors, politicians, etc.
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Structural Power (not part of the 5)
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is frequently prescribed by structure within an organization. the structure of the organization is the control mechanism by which the organization is governed.
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Power comes from:
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access to resources, info and support. the ability to get cooperation in doing necessary work.
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Empowerment
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encouraging and/or assisting individuals and groups to make decisions that affect their work environments.
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Strategic Contingency
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an event or activity that is extremely important for accomplishing organizational goals.
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Substitutability
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the ability of various work units to perform the activities of other work units.
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Potential Influence Tactics
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consultation, rational persuasion, legitimating, inspirational appeal, ingratiation, coalitions, pressure, upward appeal, exhange tactics, personal appeal
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Consultation (influence tactic)
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seek participating and involvement of others in planning and implementing the proposal; solicit targets doubts or concerns and then engage in joint-problem solving to address the concerns without abandoning the proposall involve target to suggest specific action steps for implementing proposal or evaluating effectiveness.
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Rational Persuasion (influence tactic)
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present logical arguments and factual evidence that a proposal is the best way to attain some objective; tactic is appropriate when target shares the same task obhective but does not recognize the proposal as the best way to attain the objectives; if objectives are different, a rational approach is unlikely to succeed. requires high levels of personal credibility.
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Legimating (influence tactic)
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used when authority is ambiguous or legitimacy is in doubt; involves forms of behavior intendend to establish the legimacy of the proposal; e.g., provide evidence of prior precedence, showing consistency with organizational goals, policies and rules, showing consistency with professional role expectation.
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Inspirational Appeals (influence tactic)
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attempt to arouse strong emotions and enthusiasm for the proposal by linking it to the persons needs, values, hopes and ideals. e.g., desire to be important, feel useful, to develop new skills, to accomplish something worthwhile, to participate in efforts to make things betters. Requires insight into the persons value, hopes and fears.
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Ingratiation (influence tactic)
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use of praise, flattery, friendly behavior, prior helpful behavior to secure support fo the proposal. e.g., telling someone they are most qualified person to be involved, ingratiation can be viewed as being very manipulative.
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Coalitions (influence tactic)
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getting other people to help influence the target, e.g., peers, subordinates, supervisors, and particularly others whom the person likes and respects. Coalition strategy is usually used in conjunction with one or more of the other strategies.
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Pressure (influence tactic)
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includes threats, warnings and assertive behavior to force compliance; maybe appropriate if target is indifferent or apathetic to the proposal. Usualyl requires a position of authority, usually undermines working relationships and should be a last resort.
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Upward Appeal (influence tactic)
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seeking to persuade otehrs that the request is approved by higher management, or appealing to high management for assistance in gaining compliance with the request.
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Exhange Tactics (influence tactics)
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offer an exchange of favors (e.g. sharing resources, helping with another task, providing needed information, providing political support for another proposal, indicate a willingness to reciprocate at a later time.) use of incentives is especially appropriate if the person is indifferent or reluctant about the proposal.
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Personal Appeal (influence tactics)
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Personal appeal is based on friendship and loyalty - the stronger the relationship, the more that can be asked of the target; the target needs to understand that the proposal and request for support is personally important.
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3 Possible outcomes of influence tactics
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commitment, compliance, resistance
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Commitment to Decision
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agree to the decision, action or request. are enthusiastic about it and likely to exert a lot of effort to achieve the goal.
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Compliance w/ Decision
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occurs when you carry out the request but are apathetic about it and and make only the minimal effort.
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Resistance w/ Decision
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opposed to the request and try to avoid it.
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Most effective influence tactics
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inspiration and consultation. inspiration leads to 90% committment.
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least effective influence tactics
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legitimating, coalition, pressure - least effective.
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