OLS 284 1st Edition Lecture 13Outline of Last Lecture I. Extra Credit OpportunityII. QUIZOutline of Current Lecture I. Understand how position and personal attributes can be a source of power for leadersII. Understand the process by which power is acquired or lost in organizationsIII. Understand the relationship between powerand leadership effectivenessIV. Understand the different types and effectiveness of influence tactics used in organizationsCurrent Lecture- Conceptions of Power and Influenceo Power – Capacity of one party to influence another partyo Authority – The rights, prerogatives, obligations, and duties associated with particular positions in an organization or social systemo Influence –The ability to bring about change in behaviors, opinions, attitudes, goals, needs, and values- Influence Types and Sourceso Reward – Paychecko Coercion – do it or elseo Legitimate – “by power granted by”o Expert – knowing something bettero Information – having the right data for the issueo Referent –being respected by peerso Ecological – “house/environment”- Guidelines for Using Reward Influence Offer what they desireo Fair and ethicalo Don’t promise more than you can delivero Explain criteria for rewardo Provide rewards as promised if requirements are meto Use rewards symbolically (not in a manipulative way)- Guidelines for using Coercive InfluenceThese notes represent a detailed interpretation of the professor’s lecture. GradeBuddy is best used as a supplement to your own notes, not as a substitute.o Explain rules and requirements, and ensure that people understand the serious consequences of violationso Respond to infractions promptly and consistently without showing favoritism to particular individualso Investigate to get the factsbefore using reprimands or punishment, and avoid jumping to conclusions or making hasty accusationso Except for the most serious infractions, provide sufficient oral and written warnings before resorting to punishmento Administer warnings and reprimands in private, and avoid making rash threats- Guidelines for Using Legitimate Influenceo Make polite, clear requestso Explain the reasonsfor a requesto Do not exceed your scope of authorityo Verify authority if necessaryo Follow proper channelso Follow up to verify complianceo Insist on compliance if appropriate- Ways to Use and Maintain Expert Influenceo Explain the reasons for a request or proposal and why it is importanto Provide evidence that a proposal will be successfulo Do not make rash, careless, or inconsistent statementso Do not lie, exaggerate, or misrepresent the factso Listen seriously to the person’s concerns and suggestionso Act confident and decisive in a crisis- Ways to Acquire and Maintain Referent Influenceo Show acceptance and positive regardo Act supportive and helpfulo Use sincere forms of ingratiationo Defend and back up people when appropriateo Do unsolicited favorso Make self-sacrifices to show concerno Keep promises- Ways to Acquire and Maintain Ecological Influenceo Design ergonomically correct seatingo Design automobiles that warn when you are about to back into a foreign objecto Design electrical systems that prevent starting an automobile when the driver is intoxicatedo Making electronic equipment “intuitive” so the user does not have to read lengthy directions- How Power is Acquired or Losto Social Exchange Theory – Power based on exchange of benefits or favors over time between leaders and followers (Operational Leadership) Control over scarce resources Access to vital information Skill in dealing with critical problems Competency in assigned role Accumulated idiosyncratic credits Innovative proposalso Strategic Contingencies Theory – Power based on overcoming organizational contingencies that threaten its existence (Strategic Leadership) Capable of solving critical problems Location of the subunit in relation to all other organizational units The interdependence of a subunit with other subunits Extent to which the subunit’s expertise is unique rather than substitutable- Outcomes of Influence Attemptso Resistance – The target person is opposed to the proposal or request and activelytries to avoid carrying it outo Compliance – The target person is willing to do what the agent asks but is apathetic rather than enthusiastic about it and will make only a minimal efforto Commitment – The target person internally agrees with a decision or request andmakes a great effort to carry out the request- Types of Resistanceo Refuse to carry out the requesto Make excuses about why the request cannot be carried out o Try to persuade the agent to withdraw or change the requesto Ask higher authorities to overrule the agent’s requesto Delay acting in the hope that the agent will forget about the requesto Make a pretense of complying but try to sabotage the task- Influence Processeso Instrumental Compliance – The target person carries out a requested action for the purpose of obtaining a reward or avoiding punishmento Personal Identification – The target person imitates the agent’s behavior or adopts the same attitudes to please the agent and to be like the agento Internalization – The target person becomes committed to supporting and implementing the agent’s proposals because they appear to be intrinsically desirable and correcto Ownership – The target person assumes the role of partner in initiating ideas andimplementing changes that further improve the organization- Influence Tacticso Impression Management Intended to influence people to like the agent or to have a favorable evaluation of the agento Political Used to influence organizational decisions or otherwise gain benefits for an individual or groupo Reactive Influence Have an immediate task objectiveo Proactive Influence Used to resist an unwanted influence attempt or to modify the agent’s request to be more