Management and Organizational Studies 2181A/B Chapter Notes - Chapter 12: Ingratiation, Assertiveness, Centrality

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 2181A/B
• Professor: Tony Francolini

Document Summary

Power: capacity to influence others who are in a state of dependence. Legitimate power: power derived from a person"s position or job in an organization. Reward 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: derived from having special information or expertise that is valued by an organization. Empowerment putting power where it is needed: giving people the authority, etc. to take initiative and solve organizational problems. Influence putting power to work: tactics that are used to convert power into actual influence over others. Ingratiation using flattery and acting friendly, polite or humble. Rationality using logic, reasoning, and compromise. Exchange doing favours or offering to trade favours. Upward appeal making formal/informal appeals to organizational. Coalition seeking united support from other organization members superiors for intervention. Use their power to achieve organizational goals.