13 Questions
Which influence tactic involves seeking compliance by using demands, threats, or intimidation?
Pressure
What does coalition building involve?
Seeking the assistance of others or noting the support of others
In which type of influence attempt is the individual motivated by external reasons to comply with a request?
Compliance
What is the role of culture in relation to influence tactics?
Acceptance of unequal power distributions
Which behavior is associated with political skill?
Ability to influence and engage others
What is the likely outcome of an influence attempt involving rational persuasion?
Commitment
What is the definition of power in the context of this chapter?
The capacity to influence others who are in a state of dependence
Which source of power involves promising benefits in exchange for complying with a request?
Exchange power
What is the 'hard' influence tactic that involves using logical arguments and facts to persuade?
Rational persuasion
Which source of power is based on the target's affection, admiration, or loyalty for the agent?
Referent power
What factor contributes to dependency according to the chapter?
Scarcity
Which 'soft' influence tactic involves appealing to one’s aspirations, values, and ideals?
Inspirational appeal
What type of power is exemplified by a manager's ability to allocate rewards such as pay raises and promotions?
Reward power
Study Notes
Influence Tactics
- Using demands, threats, or intimidation to seek compliance is known as coercion.
- Coalition building involves gathering support from others to influence a target.
Motivation
- External reasons to comply with a request are associated with extrinsic motivation.
Culture and Influence
- Culture plays a significant role in shaping influence tactics and their effectiveness.
Political Skill
- Political skill is associated with networking behavior.
Rational Persuasion
- The likely outcome of an influence attempt involving rational persuasion is a target who is motivated by internal reasons.
Power Definition
- Power refers to the ability to influence others to achieve a desired outcome.
Sources of Power
- Reward power involves promising benefits in exchange for complying with a request.
- Rational persuasion is the 'hard' influence tactic that uses logical arguments and facts to persuade.
- Referent power is based on the target's affection, admiration, or loyalty for the agent.
- Legitimate power is exemplified by a manager's ability to allocate rewards such as pay raises and promotions.
Dependency
- Dependency is contributed to by factors such as the importance of the outcomes and the availability of alternatives.
Soft Influence Tactics
- Inspirational appeal is a 'soft' influence tactic that involves appealing to one's aspirations, values, and ideals.
Test your understanding of power, influence, and organizational politics with this quiz based on the content from Chapter 13. Explore the concepts of power sources and dependencies in organizations.
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