CHAPTER 12: Power

Question 1

Power

Answer 1

capacity that A has to influence the behavior of B so that B acts in accordance with A’s wishes.

Question 2

Differences Between Power and Authority

Answer 2

Power
* Not necessarily reflected on organizational chart
* Can be exercised up, down, or sideways

Authority
* Narrower in scope
* Prescribed by formal hierarchy and reporting relationships
* Vested in organizational positions
* Flows down the vertical hierarchy

Question 3

The Bases Of Individual Power

Answer 3

1. Coercive Power - Influence gained through punishment and threats.
2. Reward Power – Influence gained through control over rewards (e.g., raises, promotions)
   o can result in compliance (if rewards are valued)
3. Legitimate Power – authority that comes from someone’s position
   o neutral, can result in compliance if employees have been socialized to accept authority.
4. Referent Power - Stems from being well-liked.
5. Expert Power - Derived from possessing valuable knowledge or skills.

Question 4

How Do People Obtain Power?

Answer 4

• Doing the Right Things
• Cultivating the Right People
   Outsiders (important contacts outside the organization).
   Subordinates (mentoring future leaders).
   Peers (avoiding opposition from colleagues).
   Superiors (mentors and sponsors who provide opportunities).

Question 5

Empowerment

Answer 5

giving employees the authority, opportunity, and motivation to take initiative and solve organizational problems.

Question 6

Influence Tactics

Answer 6

• Assertiveness (ordering, setting deadlines).
• Ingratiation (flattery, being friendly).
• Self-Promotion (showcasing achievements).
• Rationality (using logic and reason).
• Exchange (trading favors).
• Upward Appeal (seeking intervention from superiors).
• Coalition Formation (uniting with others for influence).

Question 6

How Subunits Obtain Power

Answer 6

1. Scarcity – Controlling limited resources increases power.
2. Uncertainty – Departments that help organizations handle uncertainty gain influence.
3. Centrality – Units central to operations have more power.
4. Substitutability – Non-replaceable departments hold stronger power.