SECTION 10 — POWER INFLUENCE & LEADERSHIP

LISTS

nterpersonal Power Types

Legitimate Reward Coercive Expert Referent

Legitimate Power

Authority from formal position or title

Reward Power

Ability to give rewards like raises bonuses promotions

Coercive Power

Ability to punish or withhold rewards

Expert Power

Power based on knowledge or skill

Referent Power

Power from being liked admired or respected

Influence Principles

Reciprocation Liking Authority Scarcity

Reciprocation

People feel obligated to return favors

Liking

People are influenced by those they like

Authority

People follow credible experts or authority figures

Scarcity

People desire things more when they are limited

Power Source Categories

Personal Positional Relational

Personal Power

Expertise attractiveness effort legitimacy

Positional Power

Centrality flexibility visibility relevance from role

Relational Power

Power from network centrality breadth and depth

Responses to Power

Resistance Compliance Commitment

Cognitive Conflict

Task-related disagreement improving performance

Affective Conflict

Personal emotional conflict harming performance

Advantages of Teams

Customer satisfaction Product quality Job satisfaction Better decision-making

Empowerment

Giving employees authority to make decisions

Enabling

Providing the tools knowledge and training for empowered decisions

Situational Leadership

Directing Coaching Supporting Delegating

Transformational Leadership

Leadership that energizes aligns and inspires followers with vision

Transformational Leadership Traits

High individual consideration High intellectual stimulation High charisma Low management by exception Low contingent reward