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BUS 272 Study Guide - Final Guide: Job Satisfaction, Impression Management, Ingratiation

Business Administration
Course Code
BUS 272
Lieketen Brummelhuis
Study Guide

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Chapter 8 Power & Politics
1 - Definition of Power
- Power a capacity that A has to influence the behaviour of B, so that B acts in accordance with
A’s wishes
- Dependence B’s elatioship to A whe A possesses soethig that B euies
- A person can only have control over you, if you depend on them therefore dependency is key to
1.1 Sources of Power
- 2 general groups formal and personal
1.11 Formal Power
- Coercive power - power that is based on fear
o Ex. if boss can dismiss, suspend or demote
- Reward power power that achieves compliance based on the ability to distruibute rewards
that others view as valuable
o Can be financial or nonfinancial
- Legitimate power power that a person receives as a result of his or her position in the formal
hierarchy of an organization
o Is broader than the power to coerce and reward
o Ex. includes acceptance by members of an organization of the authority of a position
1.12 Personal Power
- Expert power influence based on special skills or knowledge
o Ex. young people have increased technical knowledge vs baby boomers
- Referent power influence based on possession by an individual of desirable resources or
personal traits
o Ex. celebrities are paid lots of money to endorse commercials
- Information power a student has access to everyone in the department because they love to
gossip with everyone
1.2 Evaluating the Bases of Power
- People will respond 1 of 3 ways to power
1) Resistance people oppose the behaviour desired by the influencer
2) Compliance - motivated by external source to implement request
3) Commitment identify with and increase motivation to implement request
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- You powe will iease if…
o Your control resources are viewed as important
o Your resources are perceived as scarce
o Your resources have few or no substitutes
2 Influence Tactics
- Rational persuasion (expert) using facts and data to make a logical or rational presentation of
- Exchange (info) favours/ benefits
- Consolation getting others involved
- Ingratiation flattery, creating goodwill, being friendly beforehand
- Pressure (coercive) using demands, threats, and reminders to get someone to do something
- Personal appeals appealing to loyalty and friendship
- Inspiration appeals (referent) appealing to values, ideals and goals
- Coalitions - getting support of others
- Legitimacy claiming the author or right to make a request
3 Empowerment
- Is the freedom and the ability of employees to make decisions and implement those decisions
- Why?
o Increases job satisfaction, motivation and performance
o Links job design and motivational theory
- Drawbacks
o Soe people do’t wat to e epoweed
- 4 characteristics of empowered people
1) Sense of self-determination
2) Sense of meaning
3) Sense of competence
4) Sense of impact
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