Power, Influence, Justice

What is power?

The ability of an agent to influence a target.

What is an agent?

The person who has the ability or attempts to influence another person.

What is a target?

The person someone has the ability or attempts to influence.

What is the difference between power and influence?

Power is the ability to influence; influence is the attempt to influence.

What are the five bases of power?

Reward, coercive, expert, referent, and legitimate power.

What is reward power?

The ability to give someone things they want or remove things they do not want.

What is coercive power?

The ability to give someone things they do not want or remove things they do want.

What is expert power?

The ability to provide information, knowledge, or expertise.

What is referent power?

The ability to make someone feel personally accepted or approved of.

What is legitimate power?

The ability to make someone feel obligated or responsible.

What is position power?

Power that comes from a person's position in an organization.

Which bases of power are position power?

Reward, coercive, and legitimate power.

What is personal power?

Power that comes from the person themselves.

Which bases of power are personal power?

Expert and referent power.

What are the four contingencies of power?

Substitutability, centrality, discretion, and visibility.

What is substitutability?

How easily a person can be replaced.

How does low substitutability affect power?

It strengthens power because the person is difficult to replace.

How does high substitutability affect power?

It weakens power because the person is easy to replace.

What is centrality?

How many people depend on a person.

How does high centrality affect power?

It strengthens power because many people depend on the person.

How does low centrality affect power?

It weakens power because few people depend on the person.

What is discretion?

How much freedom a person has.

How does high discretion affect power?

It strengthens power because the person has more freedom.

How does low discretion affect power?

It weakens power because the person has little freedom.

What is visibility?

How much other people are aware of a person's power.

How does high visibility affect power?

It strengthens power because others are aware of the person's power.

How does low visibility affect power?

It weakens power because others are less aware of the person's power.

Which base of power has the most positive consequences overall in the lecture?

Expert power.

Which base of power has the most negative consequences overall in the lecture?

Coercive power.

How does reward power affect satisfaction with supervision, job satisfaction, and job performance?

It increases all three.

How does coercive power affect satisfaction with supervision, job satisfaction, and job performance?

It decreases all three; it decreases satisfaction with supervision the most.

How does expert power affect satisfaction with supervision, job satisfaction, and job performance?

It increases all three the most of the five bases.

How does referent power affect satisfaction with supervision, job satisfaction, and job performance?

It increases all three.

How does legitimate power affect satisfaction with supervision, job satisfaction, and job performance?

It decreases satisfaction with supervision but increases job satisfaction and job performance.

How should power be applied in the workplace?

Emphasize positive bases, especially expert power; deemphasize negative bases, especially coercive power; decrease substitutability; increase centrality, discretion, and visibility.

What is influence?

An attempt by an agent to influence a target.

What are the 11 influence tactics?

Rational persuasion, consultation, inspirational appeals, collaboration, apprising, ingratiation, personal appeals, exchange, legitimating, pressure, and coalition.

What is rational persuasion?

Using logical arguments and factual evidence to show that a request is feasible and relevant to task objectives.

What is consultation?

Asking someone for suggestions or help planning a proposed activity or change.

What are inspirational appeals?

Appealing to someone's values and ideals or emotions to gain commitment.

What is collaboration?

Offering assistance or necessary resources if someone carries out a request.

What is apprising?

Explaining how a request will personally benefit someone or help their career.

What is ingratiation?

Using praise and flattery before or during an attempt to influence someone.

What are personal appeals?

Asking someone to do something because of friendship or asking for a personal favor.

What is exchange?

Offering something someone wants or promising to return a favor in exchange for their help.

What is legitimating?

Showing that a request is legitimate or that the agent has authority to make it.

What is pressure?

Using demands, threats, frequent checking, or persistent reminders to influence someone.

What is coalition?

Enlisting other people's help or support to influence someone.

What is commitment as a reaction to influence?

The target internally agrees, feels enthusiastic, and shows initiative, effort, and persistence.

What is compliance as a reaction to influence?

The target carries out the request but is not enthusiastic and shows only minimal or average effort.

What is resistance as a reaction to influence?

The target opposes the request and tries to avoid it by refusing, arguing, delaying, or seeking to cancel it.

Which influence tactics lead to commitment more than compliance or resistance?

Inspirational appeals, consultation, and personal appeals.

Which influence tactic leads to commitment the most?

Inspirational appeals.

Which influence tactics lead to compliance more than commitment or resistance?

Exchange and legitimating.

Which influence tactic leads to compliance the most?

Legitimating.

Which influence tactics lead to resistance more than commitment or compliance?

Ingratiation, rational persuasion, coalition, and pressure.

Which influence tactic leads to resistance the most?

Pressure.

Which influence tactics have unknown reactions in the lecture's research?

Collaboration and apprising; they were identified after the research was conducted.

How should influence tactics be applied in the workplace?

Use tactics that lead to commitment, especially inspirational appeals; avoid tactics that lead to compliance and resistance, especially legitimating and pressure.

What is justice in the workplace?

A person's perception of fairness in the workplace.

What are the four types of justice?

Distributive, procedural, interpersonal, and informational justice.

What is distributive justice?

Fairness of the outcome.

What is an example of high distributive justice?

Getting the mark you deserve.

What is an example of low distributive justice?

Not getting the mark you deserve.

What is procedural justice?

Fairness of the method used to determine the outcome.

What is an example of high procedural justice?

A mark determined using a rubric.

What is an example of low procedural justice?

A mark determined by throwing darts at a board.

What is interpersonal justice?

Fairness of the treatment a person receives.

What is an example of high interpersonal justice?

Being treated politely, with dignity, and with respect.

What is an example of low interpersonal justice?

Being treated rudely.

What is informational justice?

Fairness of the information provided.

What is an example of high informational justice?

Receiving a mark quickly, being given the class average, and being allowed to see the test.

What is an example of low informational justice?

Waiting a long time for a mark, not receiving the class average, and not being allowed to see the test.

What is interactional justice?

The combination of interpersonal justice and informational justice.

Can someone perceive different types of justice differently?

Yes. A person may perceive one type as high and another as low.

What does distributive justice focus on in the workplace?

Whether outcomes such as pay, rewards, evaluations, promotions, and assignments are fair.

What does procedural justice focus on in the workplace?

Whether decision-making procedures allow input, are consistent and unbiased, use accurate information, allow appeals, and uphold ethical standards.

What does interpersonal justice focus on in the workplace?

Whether a supervisor treats employees politely, with dignity and respect, and avoids improper remarks.

What does informational justice focus on in the workplace?

Whether explanations are honest, thorough, reasonable, timely, and tailored to people's needs.

What is a justice profile?

A ranking of a person's four types of justice from highest to lowest.

How is an overall justice score calculated in the lecture's survey?

Add the four justice scores and divide by four.

What was the purpose of the interactional justice training study?

To examine whether training supervisors in interactional justice affected nurses' insomnia, including at hospitals where nurses' pay was cut.

What happened at the hospital with pay cuts where supervisors received interactional justice training?

Nurses' insomnia decreased more than at the hospital with pay cuts where supervisors were not trained, approaching the levels at hospitals without pay cuts.

How should justice be applied in the workplace?

Encourage all four types of justice.

What should managers do when employees perceive something as unfair but it is actually fair?

Explain why the situation is fair so employees can understand it.

What should managers do when employees perceive something as unfair and it actually is unfair?

Make changes to correct the unfair situation.

What are the main topics in Power, Influence, and Justice?

Power and its bases, contingencies and consequences; influence tactics and reactions; justice and its types; and justice training.