1. Overview
- Power and influence are used to get others to take action; power is based on positional authority while influence is based on relationships
- Leaders use various sources of power to get others to act or change behavior
- Some methods of influence are more effective than others
- The amount of force used to influence, as well as the amount of followers’ buy-in determines whether you’ll get resistance, compliance, or commitment
- Individuals can employ numerous tactics to increase their influence
2. Difference Between Power and Influence
- Power is capacity to get others to act based on positional authority that is exercised over others; often leading to resentment
- Influence is the ability to modify how a person develops, behaves, or thinks based on relationships and persuasion; often leading to respect
McIntosh & Luecke (2011)
3. Various Sources of Power
- Legitimate: ability to request certain behaviors of others based on title, roles, or position (elected/ appointed)
- Reward: ability to control the allocation of rewards valued by others and to remove negative sanctions
- Coercive: ability to apply punishment (i.e., peer pressure) or take away items of value
- Expert: ability to influence others based on the possession of valuable knowledge or skills
- Referent: ability to influence others because the leader is admired and respected
- Information: ability to influence based on access to and control over distribution of information
- Ecological: ability to influence how tasks are organize or the ability to alter the team’s physical environment
Source: Harper et al.
https://youtu.be/2jW1batb_pM
4. Various Methods of Influence
Yukl & Tracey (1992)
5. Consequences of Influence Methods
Source: Adapted from Fallbe & Yukl, G. (1992), p. 647.
6. Tactics to Increase Influence
- Offer assistance
- Decrease workload, improve quality of work, help with goal attainment, or make others feel appreciated
- Stand out as a source
- Offer valuable information, resources, or expertise
- Step in to resolve conflicts
- Guide the team toward a common goal; solve problems to keep the team on track
- Persuade team members think differently
- Frame issues in different ways to lead to discovery of alternate solutions or new opportunities
- Go above and beyond
- Collaborate, contribute to individuals, and support the team
- Show interest in others
- Indicate your understanding of other people’s needs and interest
7. Additional Reading
- Falbe, C.M., & Yukl, G. (1992) Consequences for managers of using single influence tactics and combinations of tactics. Academy of Management Journal, 35(3), 638-652.
- Kokemuller, N. (n.d.). Five Levels of Influence in Leadership. Retrieved from http://yourbusiness.azcentral.com/five-levels-influence-leadership-10466.html
- McIntosh, P., & Luecke, R. (2011). Increase your influence at work. New York: American Management Association.
- Yukl, G. & Tracey, J.B. (1992). Consequences of influence tactics used with subordinates, peers, and the boss [Electronic version]. Retrieved from: https://scholarship.sha.cornell.edu/articles/882/.
