Chapter Four: Power and Influence

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

Influence tactics

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

Sources of Leader Power

Furniture arrangement, shape of table used for meetings, appearances of title and authority, clothing, etc.

Sources of Leader Power in Framework

five sources that function in either leaders, situations, or followers

Expert power

function of the leader; power of knowledge; some people can influence others with their relative expertise in particular areas

Referent power

function of leader & followers; potential influence one has because of the strength of the relationship between the leader and the followers

Legitimate power

function of the situation; depends on a person’s organizational role or his or her formal or official authority

Reward power

function of all three; involves the potential to influence others through control over desired resources

Coercive power

function of situation and leader; potential to influence others through the admin of negative sanctions or the removal of positive events

Need for power expressed by

personalized and socialized

Personalized power

exercised for personal needs by selfish, impulsive, uninhibited individuals who lack self-control

Socialized power

used for the benefit of others or the organization and involves self-sacrifice

Motivation to manage composites

maintaining good relationships with authority figures, wanting to compete for recognition and advancement, and being active and assertive

Types of influence tactics

rational persuasion, inspirational appeals, ingratiation, legitimizing tactics

Rational persuasion

when logical arguments or factual evidence is used to influence others

Inspirational appeals

when a request or proposal is designed to arouse enthusiasm or emotions in targets

Ingratiation

when an agent attempts to get a target in a good mood before making a request

Legitimizing tactics

when agents make requests based on their position or authority