• Difference between Power & Influence• What are effective influence tactics for

supervisors, subordinates and peers • Why are they effective

Learning Goals

• Having personal or positional resources to change situations or people’s attitudes & behaviors

What is power

Yukl, 1989

Types of Power

LegitimateCoercive Reward

Referent

Expert

Positional Resources Personal Resources

Personal & Positional resources need not be mutually exclusive

Control over information Persuasiveness

• Using one’s personal/positional resources to change people’s behaviors or attitudes

• Influence Tactics • Rational persuasion • Exchange of benefits• Pressure tactics• Ingratiation• Appeals to authority (legitimating tactics)• Consultation • Inspirational appeals• Personal appeals• Coalition tactics• Upwards appeals

Influence & types of tactics

Yukl, 89; Yukl & Van Fleet 92

• Power is not sufficient to result in behavioral or attitudinal change – i.e., it is the potential/ability to change

• Influence is the process of changing– e.g., Need to have the ability or opportunity

to use expertise or information that one has control over to change others/events

Power vs. influence

Types of Power & Types of Influence Tactics

Legitimate Coercive Reward Referent Expert

Appealsto authority

Pressure Tactics

Exchange benefits

InspirationalAppeals

Rational Persuasion

Influence

Appeals to authority

Pressure TacticsExchange benefits

Inspirational Appeals

Rational Persuasion IngratiationConsultation

PowerTypes of power not exercised

Tactics not obviously linked to a source of power

• Evening MBA students’ descriptions of successful influence attempts

Previous research findings

Most Frequent Type of Influence Tactic used

Supervisor IngratiationPresenting Rational Plans

Subordinate Formal AuthorityTraining Giving Explanations (stating why)

Coworker Requesting Help

• Rational explanation:– By using logical argument and facts you persuade

the other that the request is practical and can result in task objectives

• Ingratiation– Making supervisor feel good, or like you so that

s/he can be influenced by you

Why are certain tactics successful w/supervisors

• Legitimating tactics– Persuading subordinate to do what you want

because you have the authority/right to ask him/her to do so bec. of your position or bec. it is organizational ‘policy’

Why are certain tactics successful w/subordinates

• Practicing managers descriptions of one successful and one unsuccessful influence tactic on different types of targets– Study 1=supervisor– Study 2=subordinate– Study 3=peer

• 250 influence tactics

Current Research

• Presenting a rational explanation– E.g., Quantitative analysis, documentation w/data

• Telling, arguing or talking w/out support– E.g., I would like a raise…(no reason given)

• Presenting a complete plan– E.g. Anticipating & overcoming counter-arguments

or potential obstacles to implement plan• Being persistent

– Used in combination with other tactics

Most frequent tactics used to influence Supervisors

+ Equal chance

-

Rational explanation x

Telling, arguing, talking w/out support

X

Presenting a complete plan X

Being persistent/repetitive x

Relative success (+) & failure (-) Of tactic used on supervisors:

Rational explanation

Show confidence & support (inspirational)

Listen, counsel, solicit ideas (consultation)

Delegate duties, give guidelines & set goals

e.g., Flintstones role play

Most frequent tactics used to influence Subordinates

• Setting goals etc. – Identifying for the subordinate what is expected of

him/her (goal), • Showing confidence etc (inspirational)

– Increasing confidence in the subordinate’s capability of accomplishing task

– Motivating subordinate by appealing to his/her values, ideas, goals

Why are certain tactics successful w/subordinates

• Soliciting ideas (Consultation)– Seeking subordinate participation in planning an

activity that subordinate will be involved in or modifying the activity to deal with subordinate concerns/suggestions on how to carry it out

Why are certain tactics successful w/subordinates

Rational explanation

Show support of others: using agreement of others as a reason for peer to agree

Present an example of a parallel situation: using success in other situations as a reason

Threaten: imply negative consequences for not agreeing

Most frequent tactics used to influence Peers

• Distinction b/w power & influence• Research on influence tactics used on

subordinates, supervisors & peers– Learning Check– What are the common tactics that are successful

for all types of targets? Examples?– Unique tactics to use on subordinates? Examples?– What are successful vs. unsuccessful tactics on

supervisors? Examples?

Today’s learning

Material in article that could be on exam but is not covered in class

due to time constraints

• Types of tactics– Combination of tactics is better than any one tactic– People try positive tactics first, then negative

(especially for downward influence)• Targets of influence

– Wider variety of approaches used to influence downwards

• Reciprocal influence relationships – Are used against each other– Outside the organization are important

Implications of this & other research

1. Develop reputation as expert2. Time spent on relationship should be based

on work needs 3. Develop network of resource persons who

can be called upon for assistance4. Choose correct combination of influence

tactics based on objective and target to be influenced

5. Communicate influence tactics effectively

5 Steps to become an influential manager

• Most commonly used, but 50% chance of success

• Continually build on knowledge base (acquire)

• Publicize one’s expertise

1. Develop a reputation as an expert

• Research shows….

2. Balance time w/each relationship

Amount of Time Spent

Supervisor 10%

Subordinate 30%

Coworker 20%

Alone 15-28%

External contacts 15-20%

• Spend at least 75% time w/peers & supervisors so as to spend time where influence is most needed to accomplish organizational goals

• Competition/power inhibits people from spending time w/peers/supervisors

2. Balance time w/each relationship

• Contact w/others & independence of one’s position relative to others Control over information flow

• Rotate jobs frequently• Establish & maintain strong friendships to

ensure obligation and cooperation• Seek commonality w/other managers

3. Develop network of resource persons

• Depending on target & objective• More approaches were used on subordinates• Combination of tactics is more successful

– Use rational explanations, parallel examples, support of others,

– Influence attempts to be ‘timed’– Be persistent & repetitive

4. Choose correct combination of influence tactics

• Know the needs, values of targets• Present influence attempts based on target• Listen & appreciate more when dealing

w/upward or lateral targets• See & hear more, be flexible in behavior

depending on person – Face-face, group meetings, memos

5. Communicate influence tactics effectively