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Chapter 4

Power – the capacity to influence the behavior & actions of others.

Influence – is expressed by other people’s response. * The change in a target’s attitudes, values beliefs, or behaviors as the result of influence tactics.

Influence tactics - one person’s actual behaviors designed to change another person’s attitudes, beliefs, values, or behaviors.
Whereas power is the capacity to cause change, influence is the degree of actual change in a target person’s attitudes, values, beliefs, or behaviors. Two types of Power: 1. Position power: power given to you by an organization 2. Personal power: power that you bring to the table: 1) Expert power – power of knowledge 2) Referent power – has to do with relations you have with your targets.

Five Social bases of Power: (French and Raven)
Expert power is the power of knowledge. Some people can influence others through their relative expertise in particular areas. A surgeon may wield considerable influence in a hospital because others depend on her knowledge, skill, and judgment, even though she may have no formal authority over them.
For example, new leaders often know less about the jobs and tasks performed in a particular work unit than the followers do, and in this case the followers can potentially wield considerable influence when decisions are made regarding work procedures, new equipment, or the hiring of additional workers. So long as different followers have considerably greater amounts of expert power, it will be difficult for a leader to influence the work unit on the basis of expert power alone.

Referent power refers to the potential influence one has due to the strength of the relation- ship between the leader and the followers. When people admire a leader and see her as a role model, we say she has referent power. “We’d do things for Buddy that we

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