Influence, Power, and Politics in Organizations Chapter 12

Influence, Power, andInfluence, Power, andPolitics in Politics in OrganizationsOrganizations

Chapter 12Chapter 12

2 © Copyright 2003, Prentice Hall

Learning ObjectivesLearning Objectives

1. Define the concepts of social influence, power, and organizational politics.

2. Describe the major varieties of social influence tactics.3. Identify the major types of individual power in

organizations.4. Describe the two major approaches to the development

of subunit power in organizations (the resource dependency model and the strategic contingencies model).

5. Describe when and where organizational politics occur and the forms such behavior takes.

6. Identify the major ethical issues surrounding the use of political behavior in organizations.

© Copyright 2003, Prentice Hall 3

Basic DefinitionsBasic Definitions

Social InfluenceSocial Influence: Attempts to affect another in a desired fashion, whether or not these are successful.PowerPower: The potential to successfully influence another; the capacity to have a desired effect on others.Organizational PoliticsOrganizational Politics: Actions by individuals that are directed toward the goal of furthering their own self-interest without regard for the well-being of others or their organization.


Influence, Power, & PoliticsInfluence, Power, & Politics


Social Influence Tactics ISocial Influence Tactics I

Rational PersuasionRational Persuasion: Using logical arguments and facts to persuade another that a desired result will occur.

Inspirational AppealInspirational Appeal: Arousing enthusiasm by appealing to one’s values and beliefs.

ConsultationConsultation: Asking for participation in decision making or planning a change.

IngratiationIngratiation: Getting someone to do what you want by putting that person in a good mood or getting him or her to like you.

ExchangeExchange: Promising some benefits in exchange for complying with a request.


Social Influence Tactics IISocial Influence Tactics II

Personal AppealPersonal Appeal: Appealing to feelings of loyalty and friendship before making a request.

Coalition BuildingCoalition Building: Persuading by seeking the assistance of others or by noting the support of others.

LegitimatingLegitimating: Pointing out one’s authority to make a request or verifying that it is consistent with prevailing organizational policies and practices.

PressurePressure: Seeking compliance by using demands, threats, or intimidation.


Principles of InfluencePrinciples of Influence

Friendship/LikingFriendship/Liking: The more we like other persons or feel friendship for them, the more likely we are to comply with their requests or to accept other forms of influence from them.

Commitment/ConsistencyCommitment/Consistency: Once individuals have adopted a position or committed themselves to a course of action, they experience strong pressure to comply with requests that are consistent with these initial commitments.

ScarcityScarcity: Requests that emphasize scarcity or the fact that some object, opportunity, or outcome will soon no longer be available, are difficult to resist.

ReciprocityReciprocity: Individuals generally experience powerful pressures to reciprocate benefits they have received from others.


Individual PowerIndividual Power

Position Position PowerPower

Power based on one’s formal

position in an organization.

Personal Personal PowerPower

The power that one derives

because of his or her individual

qualities or characteristics.


Position PowerPosition Power

Legitimate PowerLegitimate Power: The individual power base derived from one’s position in an organizational hierarchy; the accepted authority of one’s position.

Reward PowerReward Power: The individual power base derived from an individual’s capacity to administer valued rewards to others.

Coercive PowerCoercive Power: The individual power base derived from the capacity to administer punishment to others.

Information PowerInformation Power: The extent to which a supervisor provides a subordinate with the information need to do the job.


Personal PowerPersonal Power

Rational PersuasionRational Persuasion: Using logical arguments and factual evidence to convince others that an idea is acceptable.

Expert PowerExpert Power: The individual power base derived from an individual’s recognized superior skills and abilities in certain areas.

Referent PowerReferent Power: The individual power base derived from the degree to which one is liked and admired by others.

CharismaCharisma: An attitude of enthusiasm and optimism that is contagious; an aura of leadership.


CEO Power BasesCEO Power Bases


EmpowermentEmpowerment

The process in which employees are given increasing amounts of autonomy and discretion

in connection with their work.


Group or Subunit PowerGroup or Subunit Power

Resource-Dependency ModelResource-Dependency Model: The view that power resides within subunits that are able to control the greatest share of valued organizational resources.

Strategic Contingencies ModelStrategic Contingencies Model: A view explaining power in terms of a subunit’s capacity to control the activities of other subunits.


Resource-Dependency Resource-Dependency ModelModel

In this example, the accounting department would be considered more powerful than either the production department or the marketing

department because it controls more important resources.


Strategic Contingencies Strategic Contingencies ModelModel


The Antecedents of The Antecedents of PoliticsPolitics

Personal and organizational variablesPersonal and organizational variables: Political behavior is often influenced by a combination of individual and organizational factors. Human resource managementHuman resource management: Activities such as performance appraisal, personnel selection, and compensation decisions are likely to engender political behavior. Organizational life spanOrganizational life span: Political behaviors are more likely to occur as organizations mature and begin to decline.


Factors Influencing PoliticsFactors Influencing Politics


Political TacticsPolitical Tactics

Gaining control over and selective use of information.

Cultivating a favorable impression.Building powerful coalitions.Blaming and attacking others.Associating with powerful others.Creating obligations and using

reciprocity.


The Ethics of PoliticsThe Ethics of Politics


Combating PoliticsCombating Politics


Determining Ethical ActionDetermining Ethical Action

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Influence, Power, and Politics in Organizations Chapter 12