Power and Influence (MGMT 300)

power

the ability to influence the behavior of others and resist unwanted influence in return

influence

the use of behaviors to cause behavioral or attitudinal changes in others

leadership

the use of power and influence to direct the activities of followers towards goal achievement

legitimate power

organizational power; authority or position

reward power

organizational power; control over valued rewards

coercive power

organizational power; control over punishment

expert power

personal power; expertise or knowledge

referent power

personal power; admiration or identification

psychological effects of low power

avoidance oriented; focus on avoiding threats, less risk taking behaviors

psychological effects of high power

approach oriented; focus on acquiring rewards, more risk taking behaviors

consequence of high power

less likely to improve judgments when given expert input, more likely to dominate conversations, more self-interested behavior, more likely to help others, greater likelihood of receiving job offers

rational persuasion

most effective; using logical arguments and facts to show the request is worthwhile

consultation

most effective; allowing target to participate in deciding how to carry out the request

inspirational appeals

most effective; appealing to the target’s values and ideals to create emotional response

collaboration

most effective; providing help or resources to make it easier to carry out the request

ingratiation

moderately effective; using favors, compliments or friendly behavior to gain favor

personal appeals

moderately effective; asking for something based on personal friendship or loyalty

apprising

moderately effective; explaining why doing the request will benefit the target personally

pressure

least effective; using threats or demands to get the target to comply

coalitions

least effective; enlisting others to help influence the target

exchange

least effective; offering a reward in return for doing the request

cialdini’s 6 principles of influence

descriptive norm - most people are doing it

authority - someone they view as credible

consistency - to stay consistent with previous behaviors

liking - someone they like

scarcity - theres risk it may not be available

reciprocity - reciprocate past favors