Power and Influence Flashcards
(24 cards)
Power - definition
The capacity of a person, team, or organization to influence others
Formal power
-comes from individuals position in organization
-three types; coercive power, reward power, legitimate power
Coercive power
Ability to apply punishment
Reward power
Ability to give benefits/rewards to people that others also want
Legitimate power
Formal right to make certain demands owing to the position someone holds
Personal power
-comes from personal characteristics
-two types; expert power, referent power
Expert power
Based on a person’s experience and knowledge
Referent power
Based on identification with an individual who has desirable traits
Non-substitutability
Power increases if there are no alternative options or resources
Centrality
The more people that are affected and the magnitude of the dependence they have will increase power
Visibility
Power will increase if others are aware of you having a valued resource (being on a significant team)
Discretion
The more that someone can make decisions without certain rules to follow or having to seek permission, the greater their power
Uses of power
-coercive, legitimate, and reward are the least effective but most likely to be used as they are easy to implement
-referent, expert power are the most effective
Ties
Strong ties- close-knit relationships, offer resources quickly but not unique
Weak ties- acquaintances, offer unique resources but more slowly
Network centrality
-how important an individual is in a network
-three factors; betweenness (connected between others), degree centrality (number of connections) closeness (strong connections)
Silent authority
Behaviour influenced by power holders request or presence alone
Assertiveness
Frequent reminders/check-ins, confrontations, and use of pressure or threats
Information control
Manipulating others access to information to change their attitudes/behaviours
Upward appeal
Relying on people with higher authority to help support you
Coalition formation
Showing influence by forming a group, helps attract more attention to the issue
Persuasion
Using logical arguments, factual evidence, and emotional appeals to convince someone of value
Exchange
Promise of benefits based on compliance to the request
Impression management
Actively shaping others’ perceptions about us by increasing likability (flattery, agreeing, seeking advice)
Influencers strongest source of power
-expert/referent power tend to use persuasion
-legitimate power holders use silent authority, assertiveness
