PSYCH 338 Chapter Notes - Chapter 12: Ingratiation, Assertiveness, Rationality
23 Oct 2016
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Power capacity to influence others who are in a state of dependence. Legitimate power fro(cid:373) a perso(cid:374)"s positio(cid:374) or jo(cid:271) i(cid:374) the org: often called authority. Reward power power holder can exert influence by providing positive outcomes and preventing negative outcomes. Coercive power available when the power holder can exert influence using punishment and threat. Referent power power holder is well liked by others: 2 effects, stems from identification w/ the power holder, anyone in the org. may be well liked, irrespective of their other bases of power. Expert power when they have special info or expertise that the org. values. Empowerment putting power where it is needed: Empowerment giving ppl the authority, opp. , and motivation to take initiative and solve org. problems. Influence tactics convert power into actual influence. Ingratiation: rationality, exchange, upward appeal, coalition formation. Need for power (n pow: need to have strong influence over others.
