Question

List and describe the power bases sales managers can draw upon when trying to influence the attitude and behavior of salespeople.

List and describe the influence tactics that emanate from these powerbases.

What are the likely outcomes associated with each influence tactic? Why?

Answer 1

Bases of power

Having power and using power are two different things. For example imagine a sales manager who has the power to reward or punish employees. When the manager makes a request he or she will probably be obeyed even though the manager does not actually reward the employee. The fact that the manager has the ability to give rewards and punishment will be enough for employees to follow the request. Researchers identified six sources of power, which include legitimate, reward, coercive, expert, information and referent. You might earn power from one source or all six depending on situation.

Legitimate power

Legitimate power is the power that comes from ones organizational role or position. Stat up organization often have founders who use their legitimate power to influence individuals to work long hours week after week in order to help the company survive.

Reward power

Reward power is the ability to grant a reward, such as añ increase in pay, a perk, or an attractive job assignment. Reward power tends to accompany legitimate power and is highest when the reward is scarce. Anyone can wield reward power, however, in the form of public praise or giving someone something in exchange of their compliance.

Coercive power

In contrast, coercive powers is the ability to take something away or punish someone for non compliance. Coercive powers often works through fear, and it forces people to do something that ordinarily they would not choose to do. The most extreme example of coercive power is government dictators who threaten physical harm for noncompliance.

Expert power

Expert power comes from knowledge and skills. Technology companies are often characterised by expert, rather than legitimate power. Many of the firm utilize the flat or matrix structure in which clear lines of legitimate power become blurred as everyone communicates with everyone else regardless of position.

Information power

Information power is similar to expert power but differs in it source. Expert tend to have a vast amount of knowledge or skills, whereas information power is distinguished by access to specific information.

Referent power

Referent power stems from the personal characteristics of the person such a s degrees to which we like, respect, and want to be like them. Referent power is often called Charisma - the ability to attract others. Win their admiration and hold them spellbound.

POWER TACTICS

There are 9 organisational power tactics. These tactics are ways in which individuals translate power bases in to specific action. The 9 tactics are legitimacy, rational persuasion, inspirational appeals, consultation, exchange, personal appeals, ingratiation, pressure and coalition

• Rational persuasion: A tactics that is used to try and convince someone with a valid reason, rational logic or realistic fact.
• Inspirational appeals : A tactics that build enthusiasm by appealing to emotions, ideas, or values.
• Consultation: A tactics that focuses on getting others to participate in the planning process, making decisions and encourage changes.
• Ingratiation: A tactics that emphasizes on getting someone in a good mood prior to making a request. It includes being friendly, helpful and using praise or flattery.
• Personal Appeals: A tactics that refers to friendship and loyalty while making a request.
• Exchange:  A tactics that suggest that making express or implied promises and trading favours.
• Coalition tactics: Refers to a tactics that prescribes getting others to support your effort to persuade someone.
• Pressure: A tactics that focuses on demanding compliance or using intimidation or threats.
• Legitimating tactics: This tactics suggest that basing a request on one's authority or rights, organizational rules or policies, or express or implied support from superiors, is a best.

Recent research on influence tactics has focused on the benefits that accrued as a result of using such tactics. The current study utilizes meta-analytic technique to estimate the true population correlation between various influence tactics and work related outcomes. Result indicate that ingratiation and rationality have positive effects on work outcomes. Additional analyses suggest that these and other influences tactics have significant effects in certain situations and on specific work outcomes.