Term
|
Definition
| capacity to influence the action of others |
|
|
Term
| Influence (Power Exertion) |
|
Definition
| Affecting the thoughts, behavior, and feelings of another |
|
|
Term
| Authority (Power Exertion) |
|
Definition
| Right to influence another person |
|
|
Term
| Organizational Sources of Power |
|
Definition
-Reward power: Leader's ability to control rewards that a target wants.....target must see clear link b/w performance & rewards
-Coercive power: Leader's ability to cause an unpleasant experience.....punishments, threats, or sanctions
-Legitimate power: Leader has officially sanctioned authority to ask others to do things....mutual consent that leader has a right to tell followers what to do |
|
|
Term
| Personal Sources of Power |
|
Definition
-Referent power: Based on interpersonal attraction, target wants to be like agent.....reason apparel companies hire athletes to wear their clothes
-Expert power: Agent has specialized knowledge or skills that the target needs...target must trust that expertise is accurate...agent's knowledge must be relevant and useful to target...target perceives agent as an expert |
|
|
Term
|
Definition
Influence tactic
-ppl follow lead the lead of similar others...use peer power whenever its avaliable
-form a coalition...use consensus language |
|
|
Term
|
Definition
Influence tactic
-ppl do things for those they like...uncover real similarities, offer genuine praise |
|
|
Term
|
Definition
Influence tactic
-ppl repay in kind...give what you want to receive
-doing a favor someone makes that person feel to do the same for you |
|
|
Term
|
Definition
Influence tactic
-ppl align w/ their clear commitments...ask for active, public, voluntary commitments
-aim for compliance w/ simple request (sign a petition against drunk driving) |
|
|
Term
|
Definition
Influence tactic
-ppl want more of what's less...highlight uniqueness & rarity of opportunity
-want what we cant have
-frame offer as a one-of-a kind opportunity "limited edition...etc" |
|
|
Term
|
Definition
influence tactic
-people defer to experts...clarify your expertise |
|
|
Term
|
Definition
(Outcome of Power & Influence Attempt)
- Leader's highest goal & most successful outcome
...the target of the influence attempt is enthusiastic about carrying out the request & thus makes a full effort towards doing so |
|
|
Term
|
Definition
(Outcome of Power & Influence Attempt)
- The influence attempt is only partially successful
...the target person is apathetic about carrying out the effort & thus only makes a modest effort |
|
|
Term
|
Definition
(Outcome of Power & Influence Attempt)
- The influence attempt is unsuccessful
...The target is opposed to carrying out the request & thus finds ways to either not comply or to do a poor job |
|
|
Term
| Effective sources of power |
|
Definition
Reward/coercive power
-leader to complicance...employees will do what manager asks (at least temporarily)
-reliance on these sources only may require micro-manage
Legitimate power leaders to compliance
-"Do this b/c im your boss or your mother"
-Use of legitiamte power hasnt been linked to orgo effectiveness or employee satisfaction |
|
|
Term
| Organizational Factors (Political Behavior) |
|
Definition
-Scarce resources
-Lots of change
-Ambiguous roles, goals
-Conflicting goals across units/departments |
|
|
Term
| Personal Characteristics (Political Behavior) |
|
Definition
-High Machiavellianism
-High self-monitoring
-high internal locus of control
-ambition/desire for power
-extraversion
-popularity |
|
|
