BU1104 Lecture Notes - Lecture 9: Cengage Learning, Policy, Theories Of Political Behavior
Chapter 10: Power, Influence, and Politics
© 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part
10-1
Chapter 10: Power, Influence, and Politics
Chapter Overview Premium PPT 10-1, Basic PPT 10-1
The word “power” often conjures up a variety of thoughts, both good and bad. When used
effectively, power and influence are essential to every manager’s performance. When used
inappropriately, power can result in unethical behavior and be damaging to employees and their
organizations. Effectively using power and influence is a skill, and misusing it can quickly derail
your career. Conflict in organizations is often about power and influence, and the way power is
manifested in the organization and across workgroups. Understanding what power and influence
are and how to effectively use them will enhance your success in any organization.
Politics is closely related to power and influence. In addition to impacting your own success as a
manager, politics is important to understand due to its negative effects on firm performance. In this
chapter, we discuss the nature of power, influence, and politics. After reading this chapter, you
should have a good idea of how to effectively use them in advancing your career and managing
more effectively.
Learning Objectives Premium PPT 10-2, Basic PPT 10-2
After studying this chapter, you should be able to:
1. Explain the difference between position and personal power.
2. Explain which types of power are most effective.
3. Describe what you can do to increase your power in an organization.
4. Explain how involvement and empowerment differ.
5. Describe how organizational subunits gain power.
6. Describe which influence tactics are the most and least effective.
7. List the six primary upward influence tactics.
8. Describe which upward influence style is the most and least effective.
9. Describe some of the factors that influence political behavior in organizations.
10. Explain why impression management is relevant to power, influence, and politics.
Key Terms
Power: a person or group’s potential to have an effect on another person’s or group’s behavior.
Need for power: wanting to control and influence others, or to be responsible for others.
Leadership motive pattern: a high need for power (with high impulse control) and a low need for
affiliation.
find more resources at oneclass.com
find more resources at oneclass.com
Chapter 10: Power, Influence, and Politics
© 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part
10-2
Position power: based on one’s position in the organization.
Legitimate power: is a position power based on a person’s holding of the managerial position
rather than to anything the manager is or does as a person.
Reward power: a position power that involves the use of rewards to influence and motivate
followers.
Coercive power: a position power based on fear or a desire to avoid punishment.
Personal power: based on the person’s individual characteristics; stays with a person regardless of
his or her job or organization.
Expert power: a personal power based on an individual’s knowledge or expertise.
Informational power: power derived from control over information.
Referent power: a personal power based on a manager’s charisma or attractiveness to others.
Persuasive power: power due to the ability to use logic and facts to persuade.
Abuse of power: using any type of power to demean, exploit, or take advantage of another or
influencing someone to do something they later regret.
Empowerment: sharing power with employees and giving them the authority to make and
implement at least some decisions.
Influence tactics: how people translate their power to affect the behavior of others.
Upward influence: influencing superiors.
Upward influence styles: combinations of upward influence tactics that tend to be used together.
Organizational politics: social influence attempts directed at those who can provide rewards that
will help promote or protect the self-interests of the actor.
Self-monitoring: having a high concern with others’ perceptions of us and adjusting our behavior
to fit the situation.
Opening Vignette: Influencing Acceptance of Change at Church &
Dwight Premium PPT 10-3
Summary: Church & Dwight Co., Inc., founded in 1846, is a leading consumer packaged goods.
find more resources at oneclass.com
find more resources at oneclass.com
Chapter 10: Power, Influence, and Politics
© 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part
10-3
Company leaders realize that without new successful product launches, the company will lack
organic growth. One key part of the new strategy is splitting the marketing department into two
parallel marketing organizations.
What Would You Do? The instructor will divide the class into small groups. Each group will
answer the following questions and present its findings to the class. Then the instructor will explain
what Church & Dwight’s leaders did.
1. What advice would you give Church & Dwight’s leaders on how to influence its key
marketing talent to support the new strategy?
2. How should the leaders overcome resistance to change among marketing employees?
What Church & Dwight’s Leaders Did. The company ensured that its current brand team would
be involved in new product development. Leaders applied rational persuasion to show that the new
arrangement would provide resources to do more with their own brands. Management used
inspirational appeals to link the strategy to company success. The change has been so successful
that Church & Dwight is expanding the new structure.
Annotated Chapter Outline Premium PPT 10-4, Basic PPT 10-3
I. POWER Premium PPT 10-5, Basic PPT 10-4
Notes___________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
Q: What is power?
A. Power refers to a person or group’s potential to have an effect on another person’s or
group’s behavior.
B. Need for power refers to wanting to control and influence others, or to be responsible for
others.
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Chapter overview premium ppt 10-1, basic ppt 10-1. The word power often conjures up a variety of thoughts, both good and bad. When used effectively, power and influence are essential to every manager"s performance. When used inappropriately, power can result in unethical behavior and be damaging to employees and their organizations. Effectively using power and influence is a skill, and misusing it can quickly derail your career. Conflict in organizations is often about power and influence, and the way power is manifested in the organization and across workgroups. Understanding what power and influence are and how to effectively use them will enhance your success in any organization. Politics is closely related to power and influence. In addition to impacting your own success as a manager, politics is important to understand due to its negative effects on firm performance. In this chapter, we discuss the nature of power, influence, and politics.
