Matakuliah : A0092 - Kepemimpinan
Tahun
: 2008 / 2009
Chapter 6
Power and Influence
Learning Objectives
• Understand how position and personal attributes can be
a source of power.
• Understand the process by which power is acquired or
lost.
• Understand research on consequences of power for
leader effectiveness.
• Understand different psychological processes that
explain how leaders influence people.
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Learning Objectives
• Understand different outcomes of influence attempts and
the factors that determine the outcomes.
• Understand different influence tactics and how they are
used in influence attempts.
• Understand research on relative effectiveness of
different influence tactics.
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The Power of Leadership
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Influence
Power
Legitimacy
Idiosyncrasy credit
Authority
Politic
Conceptions of Power and Authority
• Power involves the
capacity of one party to
influence another party.
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• Authority involves the
rights, prerogatives,
obligations, duties
associated with particular
positions in an
organization or social
system.
Power Types and Sources
POSITION POWER
• Legitimate Power
• Reward Power
• Coercive Power
• Information Power
• Ecological Power
• Connection power
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PERSONAL POWER
• Referent Power
• Expert Power
• Charismatic Power
Consequences of Position and Personal
Power
• Commitment
• Compliance
• Resistance
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How Power is Acquired or Lost
• Social Exchange theory
states power is gained
and lost as reciprocal
influence processes
occur over time between
leaders and followers in
small groups.
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• Strategic Contingency
theory explains the
acquisition and loss of
power by different
subunits and the
implications for the
organization in changing
environments.
Types of Influence Behavior
Proactive
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Reactive
Power and Influence Behavior
Figure 6-1
Leader Power
Leader Influence Behavior
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Influence Outcomes
Commitment
Compliance
Resistance
Research on Influence Tactics
• Directional Differences
• Objectives
• Sequencing of Tactics
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Authority Strategy
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Logic
Hospitility
Coalition
Bargainess
Firmness
Authority
Sanction
The Strategy of Sugestion
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Rational Persuasion Tactics
Inspirational Appeals Tactics
Consultation Tactics
Ingratiation Tactics
Personal Appeals Tactics
Exchange Tactics
Coalition Tactics
Legitimating Tactics
Pressure Tactics
Evaluation Tactics
Collaboration Tactics
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Summary
• Power is the capacity to influence the attitudes and
behavior of people in the desired direction.
• Authority is the right to influence others in specified
ways, and is an important basis for influence in formal
organizations.
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Summary
• The process of gaining or losing power can be explained
by social exchange theory or strategic contingency
theory.
• Effective leaders rely more on personal power than
position power.
• The success of a manager depends greatly on the
manner in which power is exercised.
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