Matakuliah
Tahun
Versi
: MPG09344-010 / Leadership and Organisation
: 2007
: versi/revisi 1
Pertemuan 12
(Off-Class)
Power and Influence
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Learning Outcomes
After studying this chapter students should be able to:
• Understand how position an personal attributes can be a source of power
for leaders.
• Understand the process by which power is acquired or lost in organisation.
• Understand the major findings in research on consequences of power for
leadership effectiveness.
• Understand the different psychological processes that explain how leaders
influence people.
• Understand the different outcomes of influence attempts and the factors that
determine the outcome.
• Understand the different types of influence tactics used in organisations.
• Understand how these tactics are typically used in influence attempts with
subordinates, peers, or superiors.
• Understand the major findings in research on the relative effectiveness of
different influence tactics.
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Outline Materi
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Conceptions of Power and Authority
Power Types and Sources
How Power is Acquired or Lost
Consequences of Position and Personal Power
How Much Power Should Leaders Have?
Types of Influence Behaviour
Power and Influence Behaviour
Research on Influence tactics
Summary
Review and Discussion Questions
Cases
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Power and Influence
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Continued….
• Referent Power
– Derived from the desire of others to please an
agent toward whom they have strong feelings
of affection, admiration, and loyalty (French
and Raven, 1959)
– Strong referent power tend to increase the
agent’s influence over the target person even
without any explicit effort by the agent to
invoke this power.
– Another way to exercise referent power ; Role
Modeling
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• Ways 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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• Expert Power
– Task-relevant knowledge and skill are a major
source of personal power in organisations.
– Agent has the expertise; Target recognizes it
– Specialized knowledge and technical skill will
remain a source of power only as long as
there is continued dependence on the person
who possess them.
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• Guidelines for using expert power
– Explain the reasons for a request or proposal
and why it is important
– Provide evidence that a proposal will be
successful
– Don’t make rash, careless, or inconsistent
statements
– Don’t exaggerate or misrepresent the facts
– Listen seriously to the person’s concern and
suggestions
– Act confidently and decisively in a crises
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• Ecological Power
– Control over physical environment,
technology, and organisation of the work
provides an opportunity for indirect influence
over other people.
– “Situational Engineering” or “Ecological
Control”
– Control over the physical work environment
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How Power is acquired or Lost
Social Exchange Theory
Strategic Contingencies
Theory
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Video
Leadership puppet; The Law of Influence
Watch video
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• Types of Influence Behaviour
– Rational persuasion
– Apprising
– Inspirational appeals
– Consultation
– Exchange
– Collaboration
– Personal appeals
– Integration
– Legitimating tactics
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– Pressure
– Coalition tactics
• Other types of influence Behavior
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Power and Influence Behaviour
Leader Power
Influence Outcomes
Leader
influence
behavior
Commitment
Compliance
Resistance
Effects of agent power and influence behaviour on influence outcomes
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Research on Influence tactics
• Directional differences in use of influence
tactics
• Influence tactics and objectives
• Sequencing of tactics
• Effectiveness of influencing tactics
• Effectiveness of tactic combination
• Limitation of research on influence tactics
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• Summary
– Definition of power
– Power and influence
– Social exchange theory
– Personal versus position power
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