MGT 500 Chapter Notes - Chapter 13: Organizational Culture, Ingratiation, Shortage
1 Dec 2020
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Document Summary
Power tactics: used to translate power bases into specific actions that influence others, more immediate than power bases, can result in the accumulation of a power base. Nine influence tactics: legitimacy, pressure, rational persuasion, coalitions, inspirational appeals, consultation, exchange, personal appeals, ingratiation. Influence tactic effectiveness: most effective, rational persuasion. Inspirational appeals: consultation, least effective, pressure, combining tactics increases effectiveness, direction, sequencing, individual skill, and organizational culture modify effectiveness. Many factors can influence the effectiveness of the power tactics discussed. The most effective tactics tend to be rational persuasion, inspirational appeals and consultation, while the least effective is pressure. Their ability to encourage the desired behavior could depend on the sequencing of the tactics. It is often better to start with softer tactics such as exchange and work up to harder tactics such as pressure. The success of the tactics will, however, greatly depend on the political skill of the user and the context or culture of the organization.
