Organizational

Behavior
Group 1

1. Ahmad Wildan
2. Akbar Adi Nugroho
3. Dhea Kania
4. Muhammad Nawawy
5. Nuraeni Pratiwi (absent)
6. Puspita Wardani
Chapter Learning Objectives

Define power, and contrast leadership and power.

Contrast the five bases of power.
Explain the role of dependence in power relationship.
Identify nine power or influence tactics and their
contingencies.
A Definition of Power
Power
The capacity that A has to influence the behavior of B so that B
acts in accordance with As wishes
Exists as a potential or fully actualized influence over a
dependent relationship
Dependency
Bs relationship to A when A possesses something that B requires
The greater B's dependence, the more power A has
Contrasting Leadership and Power
Leadership Power
Focuses on goal achievement Used as a means for achieving
Requires goal compatibility goals
with followers Requires follower
Focuses influence downward dependency
Used to gain lateral and
upward influence
Research Focus
Leadership styles and
relationships with followers Research Focus
Power tactics for gaining
compliance
Bases of Power: Formal Power
Formal Power
Established by an individuals position in an
organization
Three bases:
Coercive Power
A power base dependent on fear of negative results
Reward Power
Compliance achieved based on the ability to distribute rewards that others
view as valuable
Legitimate Power
The formal authority to control and use resources based on a persons
position in the formal hierarchy
Bases of Power: Personal Power

Power that comes from an individuals unique

characteristics these are the most effective
Expert Power
Influence based on special skills or knowledge
Referent Power
Influence based on possession by an individual of desirable
resources or personal traits
 Dependency: The Key To Power
The General Dependency Postulate
The greater Bs dependency on A, the greater the
power A has over B
Possession/control of scarce organizational resources that
others need makes a manager powerful
Access to optional resources (e.g., multiple suppliers)
reduces the resource holders power

What creates dependence?

Important
Scarcity
Nonsubstitutability
Power Tactics
Power Tactics
Ways in which individuals translate power bases into
specific actions
Nine influence tactics:
1. Legitimacy
2. Rational persuasion*
3. Inspirational appeals*
4. Consultation*
5. Exchange
6. Personal appeals
7. Ingratiation
8. Pressure
9. Coalitions

* Most effective
(Pressure is the least effective)
Preferred Power Tactics by
Influence Direction
Upward Influence Downward Influence Lateral Influence
Rational persuasion Rational persuasion Rational persuasion
Inspirational appeals Consultation
Pressure Ingratiation
Consultation Exchange
Ingratiation Legitimacy
Exchange Personal appeals
Legitimacy Coalitions
Sexual Harassment: Unequal Power in the
Workplace
Sexual Harassment
Unwelcome advances, requests for sexual favors, and other
verbal or physical conduct of a sexual nature.
The U.S. Supreme Court test for determining if sexual
harassment has occurred:
whether comments or behavior in a work environment
would reasonably be perceived, and is perceived, as hostile
or abusive.
THANK YOU