Chapter 13Power: the capacity that A has to influence the behavior of B so that B acts in accordance with A’s wishes- Someone can have the power and not use it, it is a capacity or potential- It is a function of dependency, which is B’s relationship to A when A possesses something that B requires- Someone can only have power over you when they have something you desireLeadership vs. Power- Leaders use power as a means of attaining group goals- Power only requires dependency, while leadership requires goal compatibility (that the goals of the leader and those being led are similar or the same)Formal Power is based on an individual’s position in an organizationCoercive power: a power base that is dependent on fear of the negative results from failing to comply- Rests on the threat of physical sanctions such as infliction of pain, restriction of movement, or the controlling by force- Ex: if A has coercive power over B, A can dismiss, suspend, or demote B, assign B to unpleasant activities, or treat B in an embarrassing manner Reward Power: Compliance achieved based on the ability to distribute rewards that others view as valuable- People comply because it produces positive benefits such as financial rewards including pay raises and bonuses, or nonfinancial rewards including praise and promotionsLegitimate Power: the power a person receives as a result of his or her position in the formal hierarchy of an organization- Formal authority to control and use organizational resources based on a structural position in the organization- CEO has power over an intern in a companyPersonal Power is influence derived from an individual’s characteristicsExpert Power: influence based as a result of expertise, special skills, or knowledge- Doctor’s has expert power because of their schooling background and experience so we follow their adviceReferent Power: influence based on identification with a person who has desirable resources or personal traits- A person you like, respect, and admire can have power over you since you want to pleasethem- Develops out of admiration of another and desire to be like that person- Ex: celebrities endorsing products to get you to buy themThe General Dependency PostulateThe great B’s dependency on A, the more power A has over B- If you have the only item for sale in a product category, you have the most power becauseeveryone has to come to you to buy it- That is why most businesses have many suppliers, in order to avoid financial dependenceDependency increases when the resource you control is important, scarce, and nonsubstitutable Importance- If nobody wants what you have, there won’t be a great dependence on you- Ex: If you’re a marketer in a technology based firm, odds are your services won’t make or break the company, but a marketer at Procter and Gamble, a giant company that sellsconsumer products, your services will be much more desirable and therefore you will be more dependent uponScarcity- When items are hard to find, it creates scarcity which drives demand for the specific product- Ex: Ferruccio Lamborghini before creating the world famous car line repaired tanks and cars in WWII like no one else could and everyone required his services because when he first got there, he read the repair manuals, memorized them, and then destroyed them only letting few other mechanics read themNonsubstitutability- When there are no other alternatives besides the product you offer, people become dependent on your servicesPower Tactics: ways in which individuals translate power bases into specific actions, how you influence your boss, co-workers, or employees effectively Nine distinct influence tactics:1. Legitimacy: relying on your authority position or saying a requires accords with organizational policies or rules2. Rational Persuasion: presenting logical arguments and factual evidence to demonstrate a request is reasonable 3. Inspirational Appeals: developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations4. Consultation: increasing the target’s support by involving him or her in deciding how you will accomplish your plan5. Exchange: rewarding the target with benefits or favors in exchange for following a request6. Personal Appeals: asking for compliance based on friendship or loyalty7. Ingratiation: using flattery, praise, or friendly behavior prior to making a request8. Pressure: using warnings, repeated demands, and threatsa. Tends to backfire and typically least effective9. Coalitions: enlisting the aid or support of others to persuade the target to agreeRational Persuasion, inspirational appeals, and consultation tend to be most effective- Increase chance of success by using more than one type of tacticPolitical Skill: the ability to influence others in such a way as to enhance one’s objectives- More effective at using influence tactics, when the stakes are high, and are good at influencing people without others detecting itSexual harassment: any unwanted activity of a sexual nature that affects an individual’s employment and creates a hostile work environment- Negatively affects the work environment in job satisfaction and can major legal and financial penalties- Supreme Court added that when comments or behavior in a work environment would reasonably be perceived, and are perceived, as hostile or abusive to try and help in determining actual offensesOrganizational Politics: focus on the use of power to affect decision making in an organization or on self-serving and organizationally unsanctioned behaviors- When employees exert their power into actionPolitical Behavior: activities that are not required as part of a person’s formal role in the organization but that influence, or attempt to influence, the distribution of advantages and disadvantages within the organization- Influencing goals, criteria, or processes for decision-making Legitimate political behavior: normal everyday politics that including complaining to your supervisor, bypassing the chain of command, and developing contacts outside the organization through professional activitiesIllegitimate political behavior: extreme political behavior that violates the implied rules of the game- Includes sabotage, whistle-blowing, and symbolic protestsMany managers report some use of political behavior in their organization and say that it would be impossible to get anything done without it- Organizations are made up of individuals and groups that
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