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Power, Politics, Coercion & Persuasion

Power = ability to influence behaviour
Influence = outcome achieved through use of power
Position Power
1. reward: instrinsic/extrinsic rewards
2. coercive: fear of sanctions
3. legitimate: right to command
Personal Power
1. expert: control through knowledge
2. referent: identify with power source
  1. Social Comparison Theory (Festinger 1957)
    1. evaluate ourselves by comparing to others
3. charismatic: personality
zone of indifference
1. zone of request employees are willing to respond to
empowerment
1. managers help others to acquire power
Organisational politics
1. use influence to achieve goal
Resistance
1. less powerful confront more powerful
Overt
1. refuse to obey
Subtle
1. subverting mission statement/ twist meaning
Persuasion
1. communication process where communicator evokes desired response from receiver
2. Perloff (2003)
  1. persuasion occurs through transmission of influential message
Coercion
1. persuading use force/threats
2. Speech
  1. speed, intensity of language, credibility
3. Message
  1. one-sided, two-sided, provide evidence
4. Source
  1. charisma (command audience, social attractiveness, communicative power)
  2. credibility (expertise, knowledge, trustworthiness)
  3. authenticity (interest of people)
  4. authority

Power, Politics, Coercion & Persuasion

	Created by Jade Jannotti almost 11 years ago