BUSI 2121 Lecture Notes - Lecture 13: Centrality, Ingratiation

• School: Carleton University
• Department: Business
• Course: BUSI 2121
• Professor: Vilma Coutino- Hill

Document Summary

Power- it is the ability of person a to change or control behaviour, ability, etc. of person b. Influence- process of affecting person b"s attitude, behaviour etc. 1: reward power, coercive power- negative results to a person"s behaviour. Personal base of power: expert- individual"s or work unit"s capacity to influence others by possessing knowledge or skills that they value, referent- when the person is respected by others/ associated with charismatic leadership. Reaction to power: compliance- legitimate, reward and coercive, commitment you believe in what they say like: expert power. Contingencies of power: substitutability, centrality, discretion, visibility. Power enablers: control of resources, non-substantiality, centrality, ability to reduce uncertainty (with knowledge or information) Influence tactics (page 286: rational persuasion- use of logical arguments and factual evidence for persuasion, consultation- person seeks your input, is willing to modify his proposal based on your input.