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C HAPTER F IVE

C HAPTER F IVE. 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.

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C HAPTER F IVE

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  1. CHAPTERFIVE Power and Influence

  2. Power the capacity to produce effects on others or the potential to influence others

  3. Influence the change in a target agent’s attitudes, values, beliefs, or behaviors as the result of influence tactics

  4. Sources of Leader Power • Furniture and office arrangements • Prominently displayed symbols • Appearances of title and authority • Choice of clothing • Presence or absence of crisis

  5. Sources Of Leader Power In the Leader-Follower-Situation Framework Leader Expert Referent Coercive Followers Situation Reward Legitimate

  6. 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

  7. 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

  8. Motivations To Manage • Maintaining good relationships with authority figures • Wanting to compete for recognition and advancement • Being active and assertive

  9. Motivations To Manage continued • Wanting to exercise influence over subordinates. • Being visibly different from followers. • Being willing to do routine administrative tasks.

  10. Assessing Types Of Influence Tactics Rational persuasion Consultation Inspirational appeals IBQ Ingratiation Pressure tactics Personal appeals Legitimizing tactics Exchange Coalition tactics

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