MAN 337 Chapter Notes - Chapter 12: Ingratiation, Theories Of Political Behavior, Role Conflict

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4 Jan 2017
Chapter 12: Power and Politics
Power: a apaity that A has to ifluee the ehaio of B so that B ats i aodae ith A’s
o Leaders use power as a means of attaining group goals; leaders achieve goals by using
power to get there
o Power does not require goal compatibility, only dependence
o Leadership focuses on downward influence and not lateral of upward influence; power
does not do this
o Leadership research focuses on style; power research focuses on tactics and is more
Bases of power
o Formal:
Coercive power: dependent on fear
Reward power: positive benefits for doing a certain thing
Legitimate power: formal authority to control and use organizational resources
o Personal:
Expert power: influence wielded as a result of expertise, special skill or
Referent power: identification with a person who has desirable resources or
personal traits (admiration of a person and desire to be like that person)
Power tactics:
o Legitimacy: elyig o oe’s authoity positio
o Rational persuasion: logical arguments and factual evidence
Most effective
o Inspirational appeals: eotioal oitet y appealig to a taget’s alues, eeds,
hopes and aspirations
Most effective
o Consultation: increasing support by involving target into the decision making process
Most effective
o Exchange: reward for following a request
o Personal appeals: relying on friendship or loyalty
o Ingratiation: flattery, praise or friendly behavior
o Pressure: using warnings, repeated demands, and threats
o Coalition: enlisting the aid of others to persuade the target
Organizational politics: use of power to affect decision making in an organization or on
behaviors by members that are self-serving and organizationally non-sanctioned
o Political behavior: activities that ae ot euied as pat of oe’s foal ole i the
organization but that influence the distribution of advantages and disadvantages within
the organization
o Legitimate political behavior: normal every day politics (i.e. complaining to your
supervisor, forming coalitions, etc)
o Illegitimate political behavior: those that violate the implicit rules of the game (i.e.
sabotage, whistle blowing, etc)
o Causes of political behavior:
Individual factors:
Self-monitors: more sensitive to social cues
People with high need for power
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