MGCR 222 Lecture Notes - Lecture 16: Dependency Theory, Fundamental Attribution Error, Organizational Culture
Document Summary
Inspirational appeals appeals to principles, values, beliefs: consultation including targets in the process (decision, change, plan, personal appeals appeals to personal relationships. Ingratiation compliments, imitation, flattery to influence target. Influence tactic effectiveness: most effective, rational persuasion (works across organizational levels, consultation (works best laterally) Inspirational appeals (works best downward: least effective, pressure, combining tactics (such as soft tactics followed by hard tactics) increases effectiveness, direction of influence, sequencing of tactics, individual skills, and organizational culture modify, po(cid:449)e(cid:396) ta(cid:272)ti(cid:272)s (cid:271)(cid:455) (cid:862)di(cid:396)e(cid:272)tio(cid:374):(cid:863) Influence: rational persuasion, inspirational appeals, pressure, consultation, ingratiation, exchange, legitimacy. Lateral influence: rational persuasion, consultation, ingratiation, exchange, legitimacy, personal appeals, coalition, organizational politics: power in action, political behaviour a(cid:272)ti(cid:448)ities (cid:374)ot (cid:396)e(cid:395)ui(cid:396)ed as pa(cid:396)t of o(cid:374)e"s fo(cid:396)(cid:373)al (cid:396)ole i(cid:374) the organization (such as outside of job requirements) Influences the distribution of advantages and disadvantages within the organization: political skill continues to predict career success in organizations.
