ADMS 2400 Lecture Notes - Lecture 9: Ingratiation, Best Alternative To A Negotiated Agreement, Communication Problems
10 Feb 2017
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Power = ability to influence the behavior of others and resist unwanted influence in return. Legitimate power = derived from a position of authority inside the organization and is sometimes referred to as (cid:498)formal authority. (cid:499) Expert power = derived from a person(cid:495)s expertise, skill, or knowledge on which others depend. Reward power = someone has control over the resources or rewards another person wants. Coercive power = a person has control over punishments in an organization. Referent power = others have a desire to identify and be associated with a person. Influence = use of an actual behavior that causes behavioral or attitudinal changes in others. ^most frequently occurs downward (managers influencing employees) but can also be lateral (peers influencing peers) or upward (employees influencing managers). ^absolute power of the (cid:498)influencer(cid:499) and (cid:498)influence(cid:499) isn(cid:495)t as important as the disparity. Inspirational appeal = designed to appeal to the target(cid:495)s values and ideals, thereby creating an emotional.
