Académique Documents
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Culture Documents
ORGANIZATIONAL BEHAVIOR
S T E P H E N P. R O B B I N S
A Definition of Power
Power A capacity that A has to influence the behavior of B so that B acts in accordance with As wishes. The Key to Power : Dependency B
Information Power
Power that comes from access to and control over information.
An extension of referent power stemming from an individuals personality and interpersonal style.
Individual
Ability to intercede Approval for spending Items on the agenda
Location of offices
Power Tactics
Power Tactics
Ways in which individuals translate power bases into specific actions. Influence Tactics:
Legitimacy
Rational persuasion Inspirational appeals Consultation Exchange Personal appeals Ingratiation Pressure Coalitions
Lateral Influence
Rational persuasion Consultation
Pressure
Consultation Ingratiation Exchange
Ingratiation
Exchange Legitimacy Personal appeals
Legitimacy
Coalitions
Occur more frequently in organizations with high task and resource interdependencies.
Occur more frequently if tasks are standardized and routine.
Political Behavior
Illegitimate
Limited Resources
Ambiguous Decisions
POLITICS in ACTION
General Guidelines
Frame arguments in terms of organizational goals Develop the right image Acknowledge the organizations culture Assess your power and the power of others Choose the appropriate powers Gain control of organizational resources Make yourself appear indispensable Be visible Get a mentor Develop powerful allies Support your boss
Utilitarianism
Rights
Justice
If we want to get things done, it helps to have power If managers want to maximize their power, they have to others dependence on them. Develop and use the expert power base