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Chapter 10

BUS 272 Chapter Notes - Chapter 10: Job Satisfaction, Organizational Commitment, Assertiveness

Business Administration
Course Code
BUS 272
Sam Ajit Thiara

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BUS 272 – CH 10 Power & Influence in the Workplace
The meaning of Power
Power: capacity of a person, organization, team has to influence others.
1) The potential to change behavior
2) Perception by other people that you have power to control a resource they need
3) Unequal dependence between parties. One party has more control than the
other, but the other party w/ lesser control still has some power=countervailing
4) Trust: expectation of one another that they will deliver
- The sources of power lead to power over others but are affected by the
contingencies of power
Sources of Power in Organizations
- 5 sources of power: legitimate, reward, coercive, expert, referent
olegitimage, reward, coercive: granted power by organization/coworkers
oexpert, referent: power based around characteristic of the person
information power: form of legitimate & expert power
Legitimate Power
- an agreement that certain people can tell other people what to do
- the range of behaviors they can order=zone of indifference. It with more trust
- subtle form of legitimate power=norm of reciprocity: feeling obliged when
someone helps you. That person has some power over you
- information control: form of legitimate power. Controls info people get
ogain power by holding the key to information
othey have power to selectively distribute info
Reward power: person’s control over the allocation of reward & punishment
Coercive Power: ability to apply punishment
Expert power: Individual/work unit’s ability to influence by having knowledge & skill
valued by others
- following an “expert” b/c you trust that the info & their judgement is correct
- expertise helps companies cope with uncertainty in 3 ways: prevention,
forecasting and absorption
Referent power
- other people identify, like, or respect them. Associated w/ charisma &
interpersonal skills
Contingencies of Power
- sustainability, centrality, visibility, discretion affect how power can be used
- availability of sources that offer the resources & if the resources itself is
- if it is substitutable, power
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