COMMERCE 1AA3 Study Guide - Final Guide: Assertiveness, Rationality, Scapegoating


Department
Commerce
Course Code
COMMERCE 1AA3
Professor
Teal Mc Ateer Mc Master University C O M M E R C E1 A A3
Study Guide
Final

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Chapter 12 – Power, Politics and Ethics
Power- The capacity to influence others who are in a state of dependence
The Bases of Individual Power:
Legitimate Power- Power derived from a person’s position or job in an organization
Reward Power- Power derived from the ability to provide positive outcomes and prevent
negative outcomes
Coercive Power- Power derived from the use of punishment and threat
Referent Power- Power derived from being well liked by others
Expert Power- Power derived from having special information or expertise that is valued
by an organization
People obtain power by:
Doing the right things
Extraordinary Activities
Visible Activities
Relevant Activities
Cultivating the right people
Outsiders
Subordinates
Peers
Superiors
Empowerment- Giving people the authority, opportunity and motivation to take initiative
and solve organizational problems
Influence Tactics- Tactics that are used to convert power into actual influence over others.
Assertiveness
Ingratiation
Rationality
Exchange
Upward Appeal
Coalition Formation
The most effective managers:
Have high n Pow
Use their power to achieve organizational goals
Adopt a participative “coaching” leadership style
Are relatively unconcerned with how much others like them
How Subunits Obtain Power:
Subunit Power- The degree of power held by various organizational subunits, such as
departments
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