Power, authority and control Flashcards
How did Pfeffer define power?
The ability to influence behaviour or change the course of events
List the 5 types of power?
Coercive Legitimate Referent Reward Expert
What is reward based power?
The power comes from the ability to hand out perks such as salary increases, recognition and promotion.
What is cohesive power?
The opposite of reward based power in which the person in power can take away salary, threaten a loss of job or negatively impact the subordinate.
What is legitimate power?
When a person has gained the power through a means of authority such as CEO.
What is referent power?
Power comes from being trusted and respected.
What is expert based power?
Power comes from being knowledgable or experienced in a particular area. The knowledge can be used to help others meet goals.
How can an individual or group resist power?
Strikes, sabotage and withhold information
What are 6 methods to overcome resistance?
Political skill, Gain legitimacy Mobilise coalitions Gain information Change leadership style Use Cialdini's levers of influence
What are Cialdini’s levers of influence 6 principles?
Reciprocation Social proof Commitment and consistency Liking Authority Scarcity
Social proof is a principle of Cialdini, but what does it mean?
Individuals who are undecided are more likely to carry out a certain behaviour if it is they know others are doing the same.
For example, a sign reading “most of our other guests reuse their towels” makes more people reuse their own.
Reciprocation is a principle of Cialdini, but what does it mean?
People feel indebted when you do something for them.
For example; free samples, information and positive experience
Commitment and consistency is a principle of Cialdini, but what does it mean?
People do not like to back out of deals. They are more likely to complete a deal if they have agreed verbally or in writing.
Getting people to say yes makes them more committed to an action.
Older people prefer consistency.
Liking is a principle of Cialdini, but what does it mean?
Popele are more likely to say yes when they find the person attractive, similar to themselves or gives them compliments.
Authority is a principle of Cialdini, but what does it mean?
People are more likely to say yes when told to by someone of authority over them.
For example; an experiment where subjects were told to electrocute someone when told to by someone in a lab coat.
