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ECU - Business Management 4242 - Study Guide - Final

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ECU - Business Management 4242 - Study Guide - Final

School: East Carolina University
Department: OTHER
Course: Organizational Behavior
Professor: Walter Grubb
Term: Spring 2018
Tags:
Name: MGMT 4242 FINAL EXAM STUDY GUIDE
Description: Includes chapter 9, 10, 11, & 13
Uploaded: 04/23/2018
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background image MGMT  4242  Final  Exam  Study  Guide           Chapter  9      1.   Power,  how  it  is  defined,  countervailing  power,  different  types/sources  of  power,   specifically  know  legitimate  power     Power  –  the  capacity  of  a  person,  team  or  organization  to  influence  others  (ONLY  THE   POTENTIAL  TO  CHANGE  SOMEONE’S  ATTITUDE/BEHAVIOR)   Countervailing  power  –  the  capacity  of  a  person,  team  or  organization  to  keep  a  more   powerful  person  or  group  in  the  exchange  relationship  (basically  the  person  with  lower   power  still  does  have  some  power  because  they  have  something  the  most  powerful   person  needs,  example:  boss  and  subordinates)     Sources  of  power:        -­‐legitimate           these  three  originate  mainly  because  of  the  power      -­‐reward     holders  formal  position  or  informal  role      -­‐coercive               -­‐expert                -­‐referent           These  are  from  the  power  holder’s  characteristics                    (they  carry  these  power  bases  around  with  them)        legitimate  power  –  an  agreement  among  organizational  members  that  people  in  a   certain  role  can  request  certain  behaviors  of  others  (managers  right  to  ask  employees  to   perform  a  task)     reward  power  –  derived  from  the  person’s  ability  to  control  the  allocation  of  rewards   valued  by  others  and  to  remove  negative  sanctions     coercive  power  –  the  ability  to  apply  punishment     expert  power  –  individuals  or  work  groups  capacity  to  influence  others  by  possessing   knowledge  or  skills  valued  by  others;  helps  companies  cope  with  uncertainty  with;   prevention,  forecasting,  absorption     referent  power  –  the  capacity  to  influence  others  on  the  basis  of  an  identification  with   and  respect  for  the  power  holder  (also  associated  with  charisma)     2.   What  type  of  power  originates  from  the  power  holders  own  abilities?   Expert  Power     3.     Contingencies  of  power;  substitutability,  centrality,  visibility,  discretion      Substitutability  –  contingency  of  power  pertaining  to  the  availability  of  alternatives     Centrality  –  contingency  of  power  pertaining  to  the  degree  and  nature  of   interdependence  between  the  power  holder  and  others     Visibility  –  contingency  of  power  pertaining  to  being  visibly  seen  and  recognized     Discretion  –  the  freedom  to  exercise  judgment,  making  decisions  without  referring  to  a   specific  rule  or  receiving  permission  from  someone  else       4.   Influence      Influence  –  any  behavior  that  attempts  to  alter  someone’s  attitudes  or  behavior  (power   in  motion)    
background image 5.   Some  types  of  influence  create  commitment  and  others  are  less  influential  which  makes   people  only  comply  with  them  (different  types  of  influence  and  what  they  can  do  for   you)   HARD  TACTICS:  (most  commonly  creates  compliance  or  resistance)     Silent  Authority  –  when  someone  complies  with  a  request  because  of  the  requester’s   legitimate  power  as  well  as  the  target  person’s  role  expectations.     Assertiveness  –  actively  applying  legitimate  and  coercive  power  (pressure  or  threats)  to   influence  others     Information  Control  –  explicitly  manipulating  someone  else’s  access  to  information  for   the  purpose  of  changing  their  attitudes  and  behaviors  (controlling  information)     Coalition  Formation  –  forming  a  group  that  attempts  to  influence  others  by  pooling  the   resources  and  power  of  its  members     Upward  Appeal  –  involves  calling  on  higher  authority  or  expertise  and  relying  on  these   sources  to  support  the  influencers  decision     SOFT  TACTICS:  (most  commonly  creates  commitment  or  sometimes  compliance)    
Persuasion  –  the  use  of  facts,  logical  arguments,  and  emotional  appeals  to  change  
another  person’s  attitudes  and  behavior  (one  of  the  most  effective  influence  strategies)     Impression  management  –  actively  shaping  through  self  -­‐  presentation  and  other  means   the  perceptions  and  attitudes  that  others  have  of  us     Exchange  –  promising  benefits  or  resources  in  exchange  for  the  target  person’s   compliance     6.   Ingratiation   Ingratiation  –  the  influencers  attempt  to  be  more  liked  by  the  targeted  person  or  group     7.   The  norm  of  reciprocity     Norm  of  reciprocity  –  the  felt  obligation  and  social  expectation  of  helping  or  otherwise   giving  something  of  value  to  someone  who  has  already  helped  or  given  you  something   of  value  (the  feeling  of  obligation  to  help  someone  who  has  helped  you)     8.   Some  types  of  influence  create  commitment  and  others  are  less  influential  which  makes   people  only  comply  with  them  (different  types  of  influence  and  what  they  can  do  for   you)   Types  of  Influence  that  creates  commitment:  Persuasion,  Impression  Management,  and   Exchange     Types  of  Influence  that  creates  compliance:  Silent  Authority,  Assertiveness,  Information   Control,  Coalition  Formation,  Upward  Appeal  (these  can  also  create  resistance)     Compliance  –  occurs  when  people  are  motivated  to  implement  the  influencer’s  request   for  purely  instrumental  reasons,  without  external  sources  to  prompt  the  desired   behavior  compliance  would  not  occur.        Commitment  –  people  identify  with  the  influencers  request  and  are  highly  motivated  to   implement  it  even  when  extrinsic  sources  of  motivation  are  not  present.     9.   Machiavellian  Values     Machiavellian  Values  –  the  beliefs  that  deceit  is  a  natural  and  acceptable  way  to   influence  others  and  that  getting  more  than  one  deserves  is  acceptable       
  

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School: East Carolina University
Department: OTHER
Course: Organizational Behavior
Professor: Walter Grubb
Term: Spring 2018
Tags:
Name: MGMT 4242 FINAL EXAM STUDY GUIDE
Description: Includes chapter 9, 10, 11, & 13
Uploaded: 04/23/2018
6 Pages 645 Views 516 Unlocks
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