BUS 272 Lecture Notes - Hierarchical Organization, Assertiveness, Stethoscope

• School: Simon Fraser University
• Department: Business Administration
• Course: BUS 272
• Professor: Graeme Coetzer

Document Summary

The capacity of a person, team, or organization to influence others: potential to change someone"s attitudes or behaviors, not actual use, based on target"s perception that the power holder controls. Involves asymmetric dependence of one party on another party. Countervailing power the capacity of a person, team, or organization to keep a more powerful person or group in the exchange relationship. Model of power in organizations: sources of power, legitimate. Agreement that people in certain roles can request certain behaviors of others. Based on job descriptions and mutual agreement. Legitimate power range (zone of indifference) is the set of behaviors that individuals are willing to engage in at the other person"s request. Norm of reciprocity legitimate power as a felt obligation to help others who helped you in the past. Occurs when people have the right to control the information that others receive: reward. Ability to control the allocation of rewards valued by others and to remove negative sanctions: coercive.