Nine Influence tatics

Power tatics: used to trasnlate power bases into specific actions that influence others

1. Legitimacy: Positional authority; organizational policies & rules

2. Rational persuasion: logical arguments & factual evidence
3. Inspirational Appeals: emotional commitment -> values, needs, hopes
4. Consultation: Involvement in the decision
5. Exchange: Benefits and favors in return or something
6. Personal appeals: based on friendship or loyalty
7. Ingratiation: flattery, praise or friendly behavior
8. Pressure: warnings, repeated demands or threats
9. Coalitions: usse other people to influence the target

Is conflict always bad?

 Traditional view:

All conflict is harmful and must be avoided

Linked to violence, destruction and irrationality

 Interactionist view:

Conflict is encouraged to prevent group from becoming stale

 Dunctional: improves group performance

 Dysfunctional: hinders group performance
FINAL RREVIEW: OB

Multiple Question Part

Requirements

 Chapter Perception: attribution theory (definition, 3 determinants of attribution)

 Chapter Applied Motivation: Job characteristics model (definition, 5 job
characteristics, examples)
 Chapter The Basic Motivation: Hezberg’s 2-factor theory
 Chapter From Group to Team: work group vs work team, types of work team
 Chapter Leadership: Trait theories, Behavioral theories
 Chapter Power and Organizational Politics: bases of power, Power Tactics
 Chapter Conflict in Organization: Traditional view, Interactionist view of
conflict, groupthink
 Chapter Managing change: Forces for change, Source of Resistance to change
 Chapter Perception: attribution theory (definition, 3
determinants of attribution)
 Perception (nhận thức)
- The process by which individuals organize and interpret their sensory
impressions in order to give meaning to their environment
(quá trình trong đó các cá nhân thiết lập và diễn giải cảm giác của họ để hình
thành ý nghĩa cho môi trường xung quanh)
 Attribution theory (thuyết quy kết)
-