chapter 10 OB

• power is the capacity of a person, team or organiztion to influence others
• it is a potential use, people have power they do not realize, a perception

• legitimate
• reward 
• coercive
• expert
• referent

substitutability, centrality, discretion, visibility

range within which people are willing to accept someone else's authority

reward and coercive

• degree and nature of interdependence between powerholder and others
• it is a function of how many others are affected by you and how quickly others are affected by you

• social capital
• reference power
• visibility and centrality contingencies

any behavior that attempts to alter someone's attitudes or behavior

knowledge and other resources available to people or social units from a durable netowrk that connects them to others

• receiving valuable info increases your expert power
• identification with people in their networks increase referent power
• networkers place themselves in strategic positions in network, gains centrality

• silent authority
• assertiveness
• information control
• coalition formation
• upward appeal

force behavior change through position power (legitimate, rewards, and coercion)

• rely on more personal sources of power (referent and expert) and appeal to target person's attitudes and needs
• persuation, ingratiation and impression management and exchange

• pools power/resources
• legitmizes the issue
• power through social identity

the ability to present facts, logical arguments, and emotional appeals to change another person's attitutdes and behavior 

causes listeners to generate counterarguments to the anticipated persuation attempts, which makes the oponent's subsequent persuation attempts less effective

any attempt to increase liking by or perceive similarity to some target person

people are motivated to implement the influencer's request at a minimal level of effort and for purely instrumental reason; will not occur without external sources

people identify with the influencer's requet and are highly motivated to impolement it even when extrinsic sources of motivation are no longer present

• influencer's power base (people with experitse tend to have more influence using persuasion)
• organizational position
• culture values and expectations