Power, Politics, and Influence - Chapter 9

Vocabulary flashcards covering key terms from Chapter 9 on power, potential vs. kinetic power, sources of power, developing a power base, organizational politics, political behaviors, and upward influence tactics.

Power

The ability to influence the beliefs, emotions, and behaviors of people; exists only when one person is dependent on another.

Potential Power

The capacity an individual has to influence another, even if that influence is not yet exercised.

Kinetic Power

Power that is actively used—an individual is actually influencing another person.

Reward Power

Influence derived from the ability to give desirable rewards or benefits.

Coercive Power

Influence that comes from the ability to impose penalties or punishments.

Legitimate Power

Authority that stems from a formal position or role within the organization.

Referent Power

Power based on identification, admiration, or respect others have for the individual.

Expert Power

Influence arising from specialized knowledge or expertise.

Creating a Sense of Obligation

A strategy for developing a power base by making others feel they owe you support or favors.

Building a Reputation as an Expert

Gaining power by being recognized as highly knowledgeable in a particular area.

Identification (as a Power Strategy)

Developing power by getting others to align themselves closely with you or your values.

Perceived Dependence

Enhancing power by making others believe they need your resources, skills, or support.

Organizational Politics

Intentional acts of influence undertaken to protect or advance personal or group interests.

Attacking or Blaming Others

A political behavior involving shifting responsibility or fault to someone else.

Using Information as a Political Tool

Controlling, withholding, or selectively sharing information to gain advantage.

Creating and Maintaining a Favorable Image

Managing impressions to appear competent, ethical, or likable.

Developing a Base of Support

Garnering backing from others to strengthen one’s political position.

Ingratiation / Praising Others

Using flattery or compliments to win favor and influence.

Developing Allies and Forming Power Coalitions

Building partnerships with others to combine influence and resources.

Associating with Influential People

Enhancing credibility and power by being linked to those who already have influence.

Creating Obligations and Reciprocity

Exchanging favors to establish a sense of indebtedness that can be leveraged later.

Upward Influence

Employees’ tactics aimed at influencing those higher in the organizational hierarchy.

Assertiveness (Upward Influence)

Using direct, forceful approaches—such as demands or persistence—to influence superiors.

Ingratiation (Upward Influence)

Employing flattery or friendly behavior toward superiors to gain favor.

Rationality (Upward Influence)

Presenting logical arguments and factual evidence to persuade higher-ups.

Exchange (Upward Influence)

Offering something of value in return for a desired action from a superior.

Upward Appeal (Upward Influence)

Seeking support from higher-level managers or citing their approval to influence a superior.

Coalition Formation (Upward Influence)

Uniting with others to collectively influence someone at a higher level.