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Notes 1

The document outlines sources of personal and position power in management, including expertise, personal attraction, and centrality. It introduces the Three Rs Model of influence: Retribution, Reciprocity, and Reason, detailing when to use each strategy. Additionally, it provides strategies for neutralizing retribution tactics by shifting dependence and confronting exploitative individuals.

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11 views2 pages

Notes 1

The document outlines sources of personal and position power in management, including expertise, personal attraction, and centrality. It introduces the Three Rs Model of influence: Retribution, Reciprocity, and Reason, detailing when to use each strategy. Additionally, it provides strategies for neutralizing retribution tactics by shifting dependence and confronting exploitative individuals.

Uploaded by

lj506
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd

Fred Luthans (1973)

1. Traditional Management
2. Communication
3. HR Management
4. Networking

Sources of Personal Power

 Expertise – Work-related knowledge; comes from education


 Personal Attraction – Based on charisma
 Effort – A desirable quality in employees
 Legitimacy

Sources of Position Power

 Centrality
 Flexibility
 Visibility
 Relevance

The Three Rs Model

 Retribution: Force others to do what you say (Coercion and intimidation)


 Reciprocity: Help others want to do what you say (Bargaining and ingratiation)
 Reason: Show others that it makes sense to do what you say
When to use Retribution

1. Unequal Power (in influencer’s favour)


2. Commitment and quality not important
3. Tight time constraints
4. Serious violations
5. Specific, unambiguous requests
6. Resistance to request is likely

When to use Reciprocity

1. Parties are mutually

Neutralizing Retribution Strategies

 Use countervailing power to shift dependence to interdependence


 Confront the exploiting individual directly
 Actively resist

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