Lecture Leadership: Enhancing the lessons of experience (4/e) – Chapter 5

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C

 

HAPTER

F

IVE

Power and Influence


Power
the capacity to produce effects on 
others or the potential to influence  
others 


Influence
the change in a target agent’s attitudes, 
values, beliefs, or behaviors as the 
result of influence tactics

Sources of Leader Power
•
•
•
•
•

Furniture and office arrangements
Prominently displayed symbols
Appearances of title and authority
Choice of clothing
Presence or absence of crisis

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Sources Of Leader Power In the 
Leader­Follower­Situation Framework
Leader

Expert

Referent

Followers

Coercive

Situation

Reward

Legitimate

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Sources or Bases Of Power
• Expert – the power of knowledge
• Referent – power based on the 
strength of the relationship between 
the leader and the followers
• Legitimate – formal or official 
authority

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Sources or Bases Of Power continued
• Reward – influence due to control over 
desired resources
• Coercive –influence through the 
administration of negative sanctions or 
the removal of positive events

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Motivations To Manage
• Maintaining good 
relationships with authority 
figures
• Wanting to compete for 
recognition and 
advancement
• Being active and assertive
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Motivations To Manage continued
• Wanting to exercise 
influence over subordinates.
• Being visibly different from 
followers.
• Being willing to do routine 
administrative tasks. 

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Assessing Types Of Influence Tactics
Rational 
persuasion
Inspirational 
appeals

Pressure 
tactics

Consultatio
n

Ingratiation

IBQ
Personal 
appeals

Legitimizing 
tactics
Coalition 
tactics

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Exchange

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