POWER & INFLUENCE

Leadership
Leadership is,
• The behavior of an individual…directing the activities of a group toward a s
hared goal. (Hemphill & Coons, 1957)
• The process of influencing the activities of an organized group toward goal
achievement. (Rauch & Behling, 1984.)
• The process whereby one or more individuals succeed in attempting to fra
me and define the reality of others. (Smircich & Morgan, 1982.)
• The ability of an individual to influence, motivate, and enable others to cont
ribute toward the effectiveness and success of the organization…(House et al., 1
999.)
Leadership is the process of influe
ncing others to understand and ag
ree about what needs to be done
and how to do it, and the process
of facilitating individual and collecti
ve efforts to accomplish shared ob
jectives.
 Conceptions of Power and Influence
Power
• Capacity of one party (the agent) to influence another party (the target)
• Influence the behavior or attitudes of one or more designated target pe
rsons at a given point in time
Authority
• The right of the agent to exercise control over things associated with p
articular positions
The scope of authority
• The range of requests that can properly be made
• The range of actions that can properly be taken
 OUTCOMES OF INFLUENCE ATTEMPTS
Commitment – The target agrees with a decision or request and makes a gre
at effort to carry out the request or implement the decision effectively
Compliance – The target is willing to do what the agent asks but is apathetic r
ather than enthusiastic about it and will make only a minimal effort
Resistance
1. The target person opposed to the proposal or request 1. Refuse to carry
out the request
2. Make excuses about why the request cannot be carried out
3. Try to persuade the agent to withdraw or change the request
4. Ask higher authorities to overrule the agent’s request
5. Delay acting
6. Make a pretence of complying but try to sabotage the task
 INFLUENCE PROCESSES
• Instrumental Compliance
The target carries out a requested action --The purpose is obtaining a reward
or avoiding a punishment. The motivation is instrumental (the only reason is b
enefit)
• Internalization
The t.p. becomes committed to support and implement Because they appear t
o be desirable and correct in relation to the target’s values, beliefs, and self-i
mage
• Personal Identification
Target person imitates the agent’s behavior or adopts the same attitudes to pl
ease the agent and to be like the agent Motivation is target person’s need of a
cceptance and esteem
 POWER TYPES
• Position Power
– Legitimate power
– Reward power
– Coercive power
– Information power
– Ecological power
• Personal Power
– Referent power
– Expert power