OB 13

17 flashcards · Other · by Daniel F.

1. Power

   the capacity someone has to influence the behavior of someone else in accordance to his or her wishes. The most important aspect of power is dependence: when someone has something that someone else wants. Leaders often use power as a means of attaining goals. But leadership requires goal compatibility, power dependence.

2. Formal Power

   based on an individual’s position in an organization Coercive power Reward power Legitimate power

3. Coercive power

   dependent on fear of the negative results from failing to comply

4. Reward power

   ability to distribute rewards

5. Legitimate power

   Power based on a person’s position in the formal hierarchy of an organization.

6. Personal Power

   comes from an individual’s unique characteristics Expert power Referent power

7. Expert power

   Power based on influence through possessing expertise, special skills, or knowledge.

8. Referent power

   Power based on identification with a person who has desirable resources or personal traits

9. Which Bases of Power Are Most Effective

   Personal expert referent

10. What creates dependence

    Dependence is the key to power: Importance of resource Scarcity Non-substitutability

11. influence tactics

    translate power bases into specific action Legitimacy. Relying on your authority position or saying a request accords with organizational policies or rules. Rational persuasion. Presenting logical arguments and factual evidence to demonstrate a request is reasonable. Inspirational appeals. Developing emotional commitment by appealing to a target's values, needs, hopes, and aspirations. Consultation. Increasing support by involving the target in deciding how to accomplish your plan. Exchange. Re…

12. Influence tactics by influence direction

13. Political skill

    The ability to influence others in such a way as to enhance one’s objectives.

14. Political behavior

    activities that are not required by someone's role but that influence the distribution of advantages and disadvantages of within the organization. What causes political behavior? Individual factors: high self-monitors, internal locus of control, investment in the organization and the expectations of success all matter Organizational factors: reallocation of resources, promotions, low trust, zero sum rewards, performance pressures, self-serving managers and role ambiguity. Organizations should b…

15. Defensive behaviors

    Reactive and protective behaviors to avoid action, blame, or change.

16. Impression management (IM)

    the process by which individuals attempt to control the impression others form of them. IM works during interviews, it works better with unstructured interviews. IM can also lead to higher performance evaluations, but self-promotion often backfires. IM techniques and their effectiveness are dependent on the culture and the values.

17. Contrasting leadership and power