Management and Organizational Studies 2181A/B Chapter Notes - Chapter 12: Organizational Commitment, Ingratiation, Job Performance

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

Document Summary

Power: ability to in uence the behaviour of others and resist unwanted in uence in return: can be seen as the ability to resist the in uence attempts of others, asymmetric control over valued resources in social relations. 5 major types power can come from- 2 dimensions: organization and personal. Contingency factors: certain situations increase or decrease degree to which leaders can use their power to in uence, more employees depend on someone, more powerful they become (ex. high levels of referent and expertise working alone in uence is reduced) Using in uence: having power increases ability to in uence. Most effective: rational persuasion: use of logical arguments and hard facts to show the target that the request is a worthwhile, only tactic consistently successful in upward in uence. *tactics that are most successful are softer in nature* 3 possible responses (don"t spend a lot of time on these: internalization: target agrees with and becomes committed to the request.