Chapter 7: Power and Politics
What Is It Like to Have Power?
• Having power has strong effects on
– Thoughts (cognitions)
– Affect (emotions and moods)
– Behavior
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The Difference Between Power and
Influence (1 of 2)
• Power
– Definition
– Leadership needs power over others
– Leaders are reluctant to admit they want
power
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The Difference Between Power and
Influence (2 of 2)
• Power
– The “last dirty words”: power and politics
– Power is best used subtly
• Influence
– Definition
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 4
Power (1 of 7)
• Five bases of power in organizations
– The five bases
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 5
Power (2 of 7)
• Position power
– Definition
– Coercive power definition
– Reward power definition
– Legitimate power definition
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 6
Power (3 of 7)
• Personal power
– Expert power definition
– Referent power definition
• Relation between expert, referent, reward
power
– Legitimate and coercive power were not
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Power (4 of 7)
• Outcomes of an influence attempt
– Commitment definition
– Compliance definition
– Resistance definition
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 8
Power (5 of 7)
• Zone of indifference
– Definition
– Corresponds to three power bases
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 9
Power (6 of 7)
• Zone of indifference – Follower engagement level
– Does not produce high commitment or engagement Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 10
Power (7 of 7)
• Organizational Sources of Power
– Power based on people depending upon
others for resources
– Three “lines” of power definition
– Structural power
– Organizational power
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Influence Strategies (1 of 5)
• Proactive influence tactics
– Definition
– Examples of tactics
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Influence Strategies (2 of 5)
• Which Influence Strategies Are the Most
Effective?
– List of influence strategies
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Influence Strategies (3 of 5)
• Which Influence Strategies Are the Most
Effective?
– Personal appeals
– Legitimating tactics
– Pressure tactics
– Coalition tactics
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 14
Influence Strategies (4 of 5)
• Which Influence Strategies Are the Most
Effective?
– Relationships of influence strategies to task
and relationship
– Power is a stored ability to get others to do
what you want
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Influence Strategies (5 of 5)
• Influence Without Authority
– Power is based on the general dependence
postulate
– Law of reciprocity definition
– Influence without authority process steps
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Impression Management (1 of 8)
• Impression management
– Definition
– Why people want to manage impressions
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Impression Management (2 of 8)
• Why people want to manage impressions
– Important to be seen as sincere
– How presenters are viewed with internal self-
enhancement
– Honest versus deceptive impression
management
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 18
Impression Management (3 of 8)
• Why people want to manage impressions
– Important to be seen as sincere
– How presenters are viewed with internal self-
enhancement
– Honest versus deceptive impression
management
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 19
Impression Management (4 of 8)
• Impression management affects
• Maximizing good tactics
– Self-promotion definition
– Ingratiation definition
– Exemplification definition
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 20
Impression Management (5 of 8)
• Impression management affects
• Maximizing good tactics
– Self-promotion definition
– Ingratiation definition
– Exemplification definition
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Impression Management (6 of 8)
• Maximizing bad tactics
– Intimidation definition
– Supplication definition
– Additional bad tactics
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Impression Management (7 of 8)
• Impression management strategies have
different focuses:
– Job-focused, like exemplification
– Supervisor-focused, like ingratiation
– Self-focused, like self-promotion
• Most relevant leader strategies maximize
good intentions
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 23
Impression Management (8 of 8)
• Patterns in impression management
– Aggressive versus Passive
– Positive profile
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Perceptions of Organizational
Politics (1 of 3)
• Organizational politics
– Definition
• Perception of organizational politics (POP)
– Definition
– General political behavior
– Going along to get ahead
– Pay and promotion politics
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 25
Perceptions of Organizational
Politics (2 of 3)
• POP is based on perceptions
• Associations with POP
– Associations
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Perceptions of Organizational
Politics (3 of 3)
• Potentials causes of POP
– Potentials causes
• Job/work context factors have the most
POP influence
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Political Skill (1 of 3)
• Political skill
– Definition
– Sets of behaviors
• Political skills increases effectiveness of
impression management
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Political Skill (2 of 3)
• Political skill is positively related to
– List of abilities/characteristics
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 29
Political Skill (3 of 3)
• Political skill benefits when leaders
establish groups
• Having Both the Will and Skill for Politics
– Will
– Skill
Scandura, Essentials of Organizational Behavior, 3e. © SAGE Publications, 2020. 30
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