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POWER & INFLUENCE

Leadership: the effective exercise of personal influence

WHAT IS POWER?
Power is the ability to bring about outcomes you desire. Power is the ability to get things done, to mobilize resources, to get and use whatever it is that a person needs for the goals he/she is attempting to meet.
(Rosabeth Kanter, Men and Women of the Kanter, Corporation)

WHAT IS POWER?
 Power

is the capacity to produce effects on others (House, 1984), or the potential to influence others (Bass, 1990).

WHAT IS INFLUENCE?
influence can be defined as the change in a target agents attitudes, beliefs, or behaviors as the result of influence tactics.

WHAT IS INFLUENCE TACTICS?




Influence tactics refer to one persons actual behaviors designed to change another persons attitudes, beliefs, values, or behaviors.

Whereas power is the capacity to cause change, influence is the degree of actual change in a target persons attitudes, values, beliefs, or behaviors.

can be measured by the behaviors or attitudes manifested by followers as the result of a leaders influence tactics.

Influence

SOURCES OF INDIVIDUAL POWER


 REWARD  COERCIVE  LEGITIMATE  REFERRENT  EXPERT

REWARD POWER

The person in the organization who can provide the rewards usually has the power

COERCIVE POWER

Power that exists when one person believes another can deal out or with hold punishment

LEGITIMATE POWER

When one person believes another person has the clout to influence his or her future

REFERRENT POWER

Exists when one person holds another person in high esteem and wants to associate with that person.

EXPERT POWER

When one person believes another is an expert in a field and may be willing to share that expertise.