Chapter 8 Power and Influence © 2010 Jones and Bartlett Publishers, LLC

Learning Outcomes After completing this chapter, students should be able to understand the: 1.Definition of power. 2.Difference between potential and kinetic power. 3.Difference sources of power. 4.Ways managers develop a power base. 5.Definition of organizational politics and the various political behaviors. 6.Definition of upstream influence and the various influence tactics categories. © 2010 Jones and Bartlett Publishers, LLC

What is Power? Power is the ability to influence the beliefs, emotions, and behaviors of people (Siu, 1979). Power exists only when there is an unequal relationship between two people and where one of the two is dependent upon the other (Emerson, 1962). © 2010 Jones and Bartlett Publishers, LLC

Potential vs. Kinetic Power Potential power is when an individual has the ability to influence another individual. Kinetic power is when the individual actually uses his/her power to influence another individual. © 2010 Jones and Bartlett Publishers, LLC

Sources of Power Five bases or sources of social power: 1.Reward 2.Coercive 3.Legitimate 4.Referent 5.Expert © 2010 Jones and Bartlett Publishers, LLC

Other Sources of Power Within an Organization Dependency Coalitions Delegated © 2010 Jones and Bartlett Publishers, LLC

Developing a Power Base Create a sense of obligation Building a reputation as an expert in a certain area Identification Perceived dependence © 2010 Jones and Bartlett Publishers, LLC

Organizational Politics Organizational politics are the intentional acts of influence to enhance or protect the self-interest of individuals or groups. © 2010 Jones and Bartlett Publishers, LLC

Eight Types of Political Behavior 1.Attacking or blaming others 2.Using information as a political tool 3.Creating and maintaining a favorable image 4.Developing a base of support 5.Ingratiation/Praising others 6.Developing allies and forming power coalitions 7.Associating with influential people 8.Creating obligations and reciprocity © 2010 Jones and Bartlett Publishers, LLC

Upward Influence Upward influence refers to employees’ influence tactics directed upward at those higher levels in the formal organization: Assertiveness Ingratiation Rationality Exchange Upward appeal Coalition formation © 2010 Jones and Bartlett Publishers, LLC