Lecture Leadership: Enhancing the lessons of experience (4/e) – Chapter 5

Chapter 5 - Power and influence. This chapter has defined power as the capacity or potential to exert influence, influence tactics as the behaviors used by one person to modify the attitudes and behaviors of another, and influence as the degree of change in a person''s attitudes, values, or behaviors as the result of another''s influence tactic.

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CHAPTER  FIVE

Power and Influence

the capacity to produce effects on  others or the potential to influence   others 

the change in a target agent’s attitudes,  values, beliefs, or behaviors as the 

result of influence tactics

Sources of Leader Power

• Furniture and office arrangements

• Prominently displayed symbols

• Appearances of title and authority

• Choice of clothing

• Presence or absence of crisis

Sources Of Leader Power In the 

Leader­Follower­Situation Framework

Followers

Leader

Situation

Expert

Reward Referent Coercive

Legitimate

Sources or Bases Of Power

• Expert – the power of knowledge

• Referent – power based on the 

strength of the relationship between  the leader and the followers

• Legitimate – formal or official 

authority

Sources or Bases Of Power continued

• Reward – influence due to control over 

desired resources

• Coercive –influence through the 

administration of negative sanctions or  the removal of positive events

Motivations To Manage

• Maintaining good 

relationships with authority  figures

• Wanting to compete for 

recognition and  advancement

• Being active and assertive

Motivations To Manage continued

• Wanting to exercise 

influence over subordinates

• Being visibly different from 

followers

• Being willing to do routine 

administrative tasks. 

Assessing Types Of Influence Tactics

IBQ

Rational  persuasion Inspirational 

appeals

Consultatio n

Ingratiation

Personal  appeals

Exchange

Coalition  tactics

Pressure  tactics

Legitimizing  tactics