BUS 272 Chapter Notes - Chapter 8: Ingratiation
13 Apr 2017
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Power: refers to a capacity that a has to influence the behavior of b, so that. B acts in accordance with a"s wishes: this relies on dependency that one person has on another. Coercive power: the person can make things difficult for people, and you want to avoid getting him or her angry. Reward: the person is able to give special benefits or rewards to people and you find it advantageous to trade favors with him/her. Legitimate: the person has the right, considering his or her position and your job responsibilities to expect you to comply with legitimate requests. Expert: the person has the experience and knowledge to earn your respect, and you defer to his or her judgement in some matters. Referent: you like the person and enjoy doing things for him or her. Information: the person has data or knowledge that you need.
