The concept of power often evokes negative impressions. For example, referring to the use of power can infer that people are being dominated, manipulated or coerced.
Power is the ability to bring about change in one’s psychological environment.
Power is the potential or capacity to influence.
INFLUENCE MODEL Power and Influence Tactics Commitment, Compliance, Resistance Group effectiveness Follower Performance Follower satisfaction Leader Behavior Follower Responses End Result Leader characteristics Style Situation
Tactics that result in compliance without changing attitudes—coercion and manipulation.
Pressure, legitimating, some coalition building
Effectiveness of tactics
Sequencing of Influence Tactics Begin with the most positive, or least abrasive tactic If necessary, proceed to a stronger tactic Use a more abrasive tactic such as upward appeal only as a last resort Begin with low-cost, low-risk tactics
If necessary, proceed to higher-cost, higher- risk tactic