Please enable JavaScript.
Coggle requires JavaScript to display documents.
Power and Influence (Chap. 4) (Power (Five sources of power (French and…
Power and Influence (Chap. 4)
Power
Def.: Capacity to influence others
Five sources of power (French and Raven, 1959)
Expert power
- from knowledge
Referent power
- from interpersonal relations
Legitimate power
- from the position in the organization
Reward power
- from the control over desired resources
Coercive power
- from the administration over resources
Other sources of power
Symbols
- E.g. Diplomas, awards, titles, clothing, tatoos etc.
Situation
- E.g. Presence of a crisis = more power to the leader
Motives to become a leader
Need for power
Motivation to manage
Influence
Def.: Actual change in people’s attitudes, opinions, or behaviors
Influence tactics
Soft tactics
Inspirational appeals
- to arouse enthusiasm or emotions in followers
Consultation
- to ask an opinion with the deliberate objective of strenghten a follower's commitiment
Integration
- to get the follower into a good mood before making a request
Personal appeals
- e.g. exchange of favors out of friendship
Coalition
- used when followers seek aid or support
Rational persuasion
- to use logical arguments or factual
evidence to influence followers
Hard tactics
Pressure
- e.g. threats
Legitimizing tactics
- requests based on the leader's position or authority