BUSI 2101 Chapter Notes - Chapter 18: Ingratiation, Pole And Polar, Active Listening
20 Apr 2016
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Sometimes gender/culture/race results in a person having no power or influence: sometimes the person just doesn"t exert power/influence, so no one listens to them. Ppl w/ a ready audience for their ideas have an easier time influencing others most ppl need to invest time for this. Knowledge and power usually have negative connotations for ppl b/c of misuse of power by politicians, pressure tactics of salespeople. Power: capacity to influence behaviour of others, impact others. Influence: degree of success to persuade others to follow their advice, suggestions or orders. Influence outcomes: commitment: internal agreement, compliance: merely going along w/ a request/demand w/out believing in it, resistance: when influence attempt is rejected. Originally managers relied on power inherited from the manger position ex. In extreme form this sounds i"m the boss. Now power seems to rely more on influence b/c: shifting value structure among the younger generation, less respect for traditional authority.
