COMMERCE 1AA3 Chapter Notes - Chapter 12 & 15: Ingratiation, Assertiveness, Rationality
2 Mar 2016
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Compare traditional and contemporary views of power in organizations. Definition: the capacity to influence others who are in a state of dependence. Capacity to influence the behaviour of others. The target of power is dependent on the power holder does not imply that a poor relationship exists between the two. Power can flow in any direction in an organization. Power is a broad concept that applies to both individuals and groups. 5 bases of individual power: (how you would choose them based on source of power (based on sources of power and who you are trying to influence) Because the president has the legitimate power over you. Influence tactics: tactics that are used to convert power into actual influence over others yukl & Choose tactics based on whom you are trying to influence. Choose tactics based on 5 sources of power. Upward appeals -----> referent power/ reward power. Coalition formation ---> coercive power (not sure)/referent power.
