Chapter 5 - Power and influence. This chapter has defined power as the capacity or potential to exert influence, influence tactics as the behaviors used by one person to modify the attitudes and behaviors of another, and influence as the degree of change in a person's attitudes, values, or behaviors as the result of another's influence tactic. | CHAPTER FIVE Power and Influence Power the capacity to produce effects on others or the potential to influence others Influence the change in a target agent’s attitudes, values, beliefs, or behaviors as the result of influence tactics Sources of Leader Power Furniture and office arrangements Prominently displayed symbols Appearances of title and authority Choice of clothing Presence or absence of crisis Sources Of Leader Power In the Leader-Follower-Situation Framework Followers Leader Situation Expert Reward Referent Coercive Legitimate Sources or Bases Of Power Expert – the power of knowledge Referent – power based on the strength of the relationship between the leader and the followers Legitimate – formal or official authority Sources or Bases Of Power continued Reward – influence due to control over desired resources Coercive –influence through the administration of negative sanctions or the removal of positive events Motivations To Manage Maintaining good relationships with authority figures Wanting to compete for recognition and advancement Being active and assertive Motivations To Manage continued Wanting to exercise influence over subordinates. Being visibly different from followers. Being willing to do routine administrative tasks. Assessing Types Of Influence Tactics IBQ Rational persuasion Inspirational appeals Consultation Ingratiation Personal appeals Exchange Coalition tactics Pressure tactics Legitimizing tactics | CHAPTER FIVE Power and Influence Power the capacity to produce effects on others or the potential to influence others Influence the change in a target agent’s attitudes, values, beliefs, or behaviors as the result of influence tactics Sources of Leader Power Furniture and office arrangements Prominently displayed symbols Appearances of title and authority Choice of clothing Presence or absence of crisis Sources Of Leader Power In the Leader-Follower-Situation Framework Followers Leader Situation Expert Reward Referent Coercive Legitimate Sources or Bases Of Power Expert – the power of knowledge Referent – power based on the strength of the relationship between the leader and the followers Legitimate – formal or official authority Sources or Bases Of Power continued Reward – influence due to control over desired resources Coercive –influence through the administration of negative sanctions or the removal of positive events Motivations To Manage Maintaining good relationships with authority figures Wanting to compete for recognition and advancement Being active and assertive Motivations To Manage continued Wanting to exercise influence over subordinates. Being visibly different from followers. Being willing to do routine administrative tasks. Assessing Types Of Influence Tactics IBQ Rational persuasion Inspirational appeals Consultation Ingratiation Personal appeals Exchange Coalition tactics Pressure tactics Legitimizing .
