UNIT 9 - Power in Organizations

Question 1

What is Power?

Answer 1

Power is the potential ability of one person in an organization to influence other people to bring about desired outcomes.
It is the potential capacity to cause a change in others’ behavior.
Power is not just about control—it’s about the ability to influence people and outcomes in a meaningful way.

Question 2

Why Does Power Matter in Leadership?

Answer 2

• Leaders need power to implement decisions, align teams, and drive results.
• Power enables leaders to motivate others, resolve conflicts, and guide behavior toward organizational goals.

Question 3

Power vs. Influence

Answer 3

• Power is the potential to influence.
• Influence is the actual effect of one person’s actions or requests on others.
• Influence is how power is realized.

Power reflects capacity. Influence reflects actual change.

Question 4

Power can be categorized into two broad types:

Answer 4

1. Formal Power (based on position and authority)
2. Personal Power (based on individual characteristics)

Question 5

Formal Power

Answer 5

1. Coercive Power
   Based on the ability to punish or recommend punishment.
   Example: A manager threatens to fire an underperforming employee.
2. Reward Power
   Based on the ability to provide positive incentives or rewards.
   Example: A leader offers bonuses for meeting performance targets.
3. Legitimate Power
   Based on a person’s formal position and authority.
   Example: A supervisor delegates tasks as part of their job role

Question 6

Personal Power

Answer 6

1. Expert Power
   Based on skills, competence, and expertise.
   Example: Team members listen to a colleague known for their technical knowledge.
2. Referent Power
   Based on respect, admiration, and trust.
   Example: Employees follow a leader they admire or identify with.
3. Informational Power
   Based on access to valuable information.
   Example: A person has power because they possess data others need to make decisions.

Question 7

Responses to Power

Answer 7

1. Compliance
   The person follows the demand whether or not they agree.
2. Resistance
   The person disobeys or avoids following instructions.
3. Commitment
   The person agrees and supports the power holder’s demands enthusiastically.

Question 8

Power Source and Typical Response

Answer 8

1. Coercive Power = Compliance (due to fear of punishment)
2. Reward Power = Compliance (motivated by expected benefit)
3. Legitimate Power = Compliance (due to recognized authority)
4. Expert Power = Commitment (believe the leader is a true expert)
5. Referent Power = Commitment (based on admiration or respect)
6. Informational Power =
   Commitment (believe the leader has important, useful knowledge)

Question 9

Influence Tactics

Answer 9

Yukl and colleagues identified 11 proactive influence tactics that individuals use to influence others in organizations:

1. Rational Persuasion
   Use of logic, data, and evidence to convince others.
2. Consultation
   Involving others in planning or decision-making to gain support.
3. Ingratiation
   Using compliments or flattery to win favor.
4. Pressure
   Using demands, threats, or persistent reminders.
5. Personal Appeals
   Appealing to friendship or loyalty.
6. Collaboration
   Offering assistance or making it easier to comply.
7. Legitimacy
   Referring to rules, policies, or authority.
8. Exchange
   Offering a favor or benefit in return.
9. Inspirational Appeals
   Appealing to values, ideals, or emotions.
10. Coalitions
    Seeking support from others to persuade.
11. Apprising
    Explaining how the request will benefit the other person.