Chapter 8 (Week 8)

Question 1

Power

Answer 1

The capacity that A must influence the behaviour of B so that B acts in accordance with A’s wishes

Question 2

Dependence (in relationship to power)

Answer 2

B’s relationship to A when A possesses something that B requires

Question 3

Bases of Power

Answer 3

Formal Power
- Coercive (power base dependent on fear of the negative results from failing to comply
- Reward (power that achieves compliance based on the ability to distribute rewards that others view as valuable)
- Legitimate (power that people receive because of their position in the formal hierarchy of an organization)

Personal Power
- Expert (influence based on expertise, special skills or knowledge)
- Referent (influence based on possession by an individual of desirable resources or personal traits)

Question 4

Responses to Power

Answer 4

Personal sources of power are most effective and are positively related to employees’ satisfaction with supervision, organizational commitment and performance; formal power is less effective and coercive power, in particular, can be damaging

General responses to use of bases of power:
- Commitment
- Compliance
- Resistance

Question 5

Influence Tactics

Answer 5

• Rational Persuasion
• Inspirational Appeals
• Consultation
• Ingratiation
• Exchange
• Personal Appeal
• Coalition
• Legitimating
• Upward Appeals
• Pressure
• Most effective are rational persuasion, inspirational appeals and consultation
• Rational persuasion is the only tactic that is effective across all organizational levels (and the only one effective for upward influence)
• Inspirational appeals and pressure work best as downward-influencing
• Personal appeals and coalitions are most effective for lateral influence

Question 6

Rational Persuasion

Answer 6

Use of logical arguments and factual evidence to persuade someone that a proposal or request is viable and likely to result in attainment of task objectives

Question 7

Inspirational Appeals

Answer 7

Emotional request or proposal that arouses enthusiasm by appealing to someone’s values and ideals, or by increasing their confidence that they can do what you’re requesting

Question 8

Consultation

Answer 8

Seeking the other person’s participation in making a decision or planning how to implement a proposed policy, strategy or change

Question 9

Ingratiation

Answer 9

Seeking to get the other person in a good mood or think favourably of you before asking them to do something

Question 10

Exchange

Answer 10

Making an explicit or implicit promise that the other person will receive rewards or tangible benefits if they comply with your request or support a proposal OR reminding them that they owe you a favour

Question 11

Personal Appeal

Answer 11

Appealing to someone’s feelings of loyalty and friendship before asking them to do something

Question 12

Coalition

Answer 12

Seeking the aid of others to persuade someone to do something or using the support of others as an argument for why they should also agree

Question 13

Legitimating

Answer 13

Seeking to establish the legitimacy of a request by claiming the authority or right to make it or by verifying that it is consistent with organizational policies, rules, practices or traditions

Question 14

Upward Appeals

Answer 14

Seeking to persuade someone that your request is approved by higher management or appealing to higher management for assistance in gaining the other person’s compliance with your request

Question 15

Pressure

Answer 15

Use of demands, threats or intimidation to convince someone to comply with a request or to support your proposal

Question 16

Empowerment

Answer 16

Freedom and ability of employees to make decisions and commitments

Question 17

Characteristics of Empowered People

Answer 17

• Self-determination (they choose how to do their work and are not micromanaged)
• Sense of meaning (they care about what they do because they believe it has an important purpose)
• Sense of competence (believe that they can perform the work)
  = Sense of impact (they believe that their ideas are listened to and that they can influence work outcomes)

Question 18

Political Skill

Answer 18

Ability to influence others in such a way as to enhance one’s objectives

Question 19

Political Behaviour

Answer 19

Activities that influence, or attempt to influence, the distribution of advantages and disadvantages within the organization; also encompasses efforts to influence the goals, criteria or processes used for decision making

• withholding key info from decision makers
• joining a coalition
• whistle-blowing
• spreading rumours
• leaking confidential info to the media
• exchanging favours with others for mutual benefit
• lobbying on behalf of or against a particular individual or decision alternative

*often negative, but not always

Question 20

Impression Management

Answer 20

process by which individuals attempt to control the impression others form of them

• conformity
• favours
• excuses
• apologies
• self-promotion
• enhancement
• flattery
• exemplification