1/12/18

Unit 05

Ngo Quy Nham

Foreign Trade University

Person B’s
Person
counterpower
over Person A A Person A’s
power over
Person B

Person Person
B B’s Goals

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A DEFINITION OF POWER

§ Power
§ The capacity that A has to influence the behavior of B so that
B acts in accordance with A’s wishes
§ Exists as a potential or fully actualized influence over a
dependent relationship
§ Dependency
§ B’s relationship to A when A possesses something that B
requires
§ The greater B's dependence, the more power A has

CONTRASTING LEADERSHIP AND POWER

Leadership Power
§ Focuses on goal § Used as a means for
achievement achieving goals
§ Requires goal § Requires follower
compatibility with dependency
followers
§ Focuses influence § Used to gain lateral and
downward upward influence

§ Research Focus § Research Focus

§ Leadership styles and § Power tactics for gaining
relationships with compliance
followers

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Sources
Of Power

Power

?
over Others

Contingencies
Of Power

§ Commitment
An outcome in which the target person internally agrees with a
decision or request from the agent and make great effort to carry out
the request or implement the decision effectively.
§ Compliance
An outcome in which the target person is willing to do what the agent
asks but in apathetic rather than enthusiastic about it and will make
only a minimal effort.
§ Resistance
An outcome in which the target person is opposed to do the proposal
or request, rather than merely indifferent about it, and actively tries to
avoid carrying it out.

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The possible responses of target person when resist

to the proposal or request:
§ Refuse to carry out the request
§ Make excuses about why the request cannot be carried out
§ Try to persuade the agent to withdraw or change the
request
§ Ask higher authorities to overrule the agent’s request
§ Delay acting in the hope that the agent will forget about the
request
§ Make a pretense of complying but try to sabotage the task.

Legitimate Power

Reward Power

Coercive Power

Expert Power

©Topham/The Image Works

Referent Power

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BASES OF POWER: FORMAL (POSITION) POWER

Formal Power : Established by an individual’s
position in an organization
§ Legitimate Power
§ The formal authority to control and use
resources based on a person’s position in the
formal hierarchy
§ The target person complies because he/she
believes that the agent has the right to make
the request and the target person has the
obligation to comply.
§ Coercive Power
§ A power base dependent on fear of negative
results/punishments
§ Reward Power
§ Compliance achieved based on the ability to
distribute rewards that others view as valuable

BASES OF POWER: PERSONAL POWER

Personal power: Power that comes from an

individual’s unique characteristics – these are
the most effective
§ Expert Power
§ The target person complies because he/she
believes the agent has special skills or
knowledge about the best way to do
something.
§ Referent Power
§ The target person complies because he/she
admires or identifies with the agent and wants
to gain the agent’s approval.
(Influence based on possession by an individual
of desirable resources or personal traits)

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LEGITIMATE POWER
KEY CHARACTERISTICS
§ Legitimate power stems from formal authority over
work activities.
§ Potential influence derives from authority to control
and use resources based on a person’s position in
the formal hierarchy.
§ Compliance with legitimate rules and requests is
more likely for member who identify with the
organization and are loyal to it.
§ The target person complies because he/she
believes that the agent has the right to make the
request and the target person has the obligation to
comply.
§ Acceptance of authority also depend on whether
the leader is perceived to be a legitimate occupant
of his/her leadership position.
§ The amount of legitimate power depends on one’s
scope of authority (e.g. level of management) which
is usually described by documents (JD, organization
charter)

LEGITIMATE POWER
GUIDELINES FOR USING LEGITIMATE AUTHORITY
§ Make polite, clear request
§ Explain reasons for a request
§ Don’t exceed your scope of authority
§ Verify authority if necessary
§ Follow proper channels
§ Follow up to verify compliance
§ Insist on compliance if appropriate.

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KEY CHARACTERISTICS
§ Reward Power - compliance achieved based on
the ability to allocate rewards that others view as
valuable
§ The target person complies in order to obtain
rewards controlled by the agent.
§ Reward power also depends on the target person’s
perception that the agent has the capacity and
willingness to follow through the promise.
§ Used much in performance management system.
§

GUIDELINES FOR USING REWARD POWER

§ Offer the type of reward that people desire
§ Offer reward that are fair and ethical
§ Don’t promise more than you can deliver
§ Explain the criteria for giving rewards and
keep it simple
§ Provide rewards as promised if
requirements are met
§ Use rewards symbolically (not in a
manipulative way).

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COERCIVE POWER
KEY CHARACTERISTICS
§ Coercive Power refers to the power base
dependent on fear of negative
results/punishments
§ Coercive power is used by a threat or
warning that the target person will suffer
undesirable consequences for
noncompliance with a request, rule, or
policy.
§ Coercive power is just used when
absolutely necessary because it is difficult
to use and likely result in undesirable side
effect.

COERCIVE POWER
GUIDELINES FOR USING COERCIVE POWER TO MAINTAIN
DISCIPLINE
1. Explain rules and requirements and ensure that people
understand the serious consequences of violation
2. Respond to infractions promptly and consistently without
showing any favoritism to particular individuals.
3. Investigate to get the fact before using reprimands or
punishment, and avoid jumping to conclusion or making
hasty accusations.
4. Except for the most serious infractions, provide sufficient
oral and written warning before resorting to punishment
5. Administer warnings and reprimands in private and avoid
making rash threats
6. Stay calm and avoid the appearance of hostility or
personal rejection
7. Express a sincere desire to help the person comply with
the role expectations and thereby avoid punishment
8. Maintain credibility by administering punishment if
noncompliance continues after threats and warnings have
been made
9. Use the punishments that are legitimate, fair, and
commensurate with the seriousness of the infraction.

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KEY CHARACTERISTICS
§ Referent Power
§ The target person complies because he/she
admires or identifies with the agent and wants
to gain the agent’s approval.
(Influence based on possession by an individual
of desirable resources or personal traits)

WAY TO ACQUIRE AND MAINTAIN REFERENT POWER

§ Show acceptance and positive regard
§ Act supportive and helpful
§ Use sincere forms of ingratiation
§ Defend and back up people when
appropriate
§ Do unsolicited favors
§ Make self-sacrifices to show concern
§ Keep promises.

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KEY CHARACTERISTICS
§ Expert Power
§ The target person complies because he/she
believes the agent has special skills or
knowledge about the best way to do
something.

WAY TO USE AND MAINTAIN EXPERT POWER

§ Explain the reasons for a request or
proposal and why it is important
§ Provide the evidence that a proposal will be
successful
§ Don’t make rash, careless, or inconsistent
statements
§ Don’t lie, exaggerate, or misrepresent the
facts
§ Listen seriously to the person’s concerns
and suggestions
§ Act confident and decisive in a crisis.

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§What are possible outcomes of

each source of power?

Likely reaction to use of power:

Coercion

Legitimate
Information
Reward

Referent
Expert

NGO QUY NHAM

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§ Cultivating social relationships with others to accomplish one’s

goals
§ Increases power
§ Expert
§ Referent
§ Visibility and centrality contingencies

INFLUENCING OTHERS
§ Influence is any behavior that attempts to alter
someone’s attitudes or behavior
§ Applies one or more power bases
§ Process through which people achieve organizational
objectives
§ Operates up, down, and across the organizational hierarchy

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Assertiveness

Silent
Exchange
authority

Information Influence Forming

control coalitions
Tactics
Persuasion Upward
appeal
Impression
management

Silent Authority • Following requests without overt influence

• Based on legitimate power, role modeling
• Common in high power distance cultures

Assertiveness • Actively applying legitimate and coercive

power (“vocal authority”)
• Reminding, confronting, checking,
threatening

more

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• Promising or reminding of past benefits in

Exchange
exchange for compliance
• Negotiation is integral to this strategy
• Networking relates to exchange influence

• Group forms to gain more power than

Coalition Formation individuals alone
1.Pools resources/power
2.Legitimizes the issue
3.Power through social identity

more

• Appealing to higher authority

Upward Appeal
• Includes appealing to firm’s goals
• Formal alliance to perception of alliance
with higher status person

Ingratiation/ • Ingratiation
Impress. Mgt. • Increasing liking/similarity to target
• Flattering, helping, seeking advice
• Impression Management
• Actively shaping our public images
• Way we dress, padding resumé

more

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Persuasion • Using logic, facts, emotional appeals to gain

acceptance
• Depends on persuader, message content,
message medium, audience

Information Control • Manipulating others’ access to information

• Withholding, filtering, re-arranging
information

§ Behaviors that others perceive as self-

serving tactics for personal gain at the
expense of other people and possibly
the organization

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Tolerance of Scarce
Politics Resources
Conditions
Supporting
Organizational
Politics
Complex and
Organizational
Change Ambiguous
Decisions

Introduce Manage
Clear Rules Team Norms

Free Flowing Support

Information Desired Values

Manage Change Leaders as

Effectively Role Models

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