Management and Organizational Studies 2181A/B Lecture Notes - Lecture 8: Centrality, Final Offer, Ingratiation

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 2181A/B
• Professor: Sarah Ross

Document Summary

Lecture 8 notes: power is the ability to influence the behaviours of others and resist unwanted influence in return. Just because someone has influence doesn"t mean that they exert it. Contingencies of power: substitutability degree to which people have alternatives in accessing the resources that a leader has control over. How many people depend on you: visibility how aware others are of a leader and the resources that a leader can provide, key to strong leadership is low substitutability, high discretion, centrality, and visibility. Influence the use of behaviours to cause behavioural or attitudinal changes in others. Influence matters more when it is relative to someone else rather than in an absolute sense: most effective, rational persuasion use of logical arguments and hard facts to show that a request is worthwhile. Inspirational appeals appeal to one"s values and ideals to create an emotional or attitudinal reaction.