Answered: Describe how you used theories and…

Practical Management Science

6th Edition

ISBN:9781337406659

Author:WINSTON, Wayne L.

Publisher:WINSTON, Wayne L.

Chapter2: Introduction To Spreadsheet Modeling

Section: Chapter Questions

Problem 20P: Julie James is opening a lemonade stand. She believes the fixed cost per week of running the stand...

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Describe how you used theories and concepts to improve your understanding of relationships or events in your organization. Describe your analysis and explain how the theory provided new insights or a better mental model.

Here's some theories and concepts that you can use to answer this question:

Sources of Power
• Position and Personal Power
• Legitimate Power
• Reward Power
• Coercive Power
• Referent Power
• Expert Power
• Information Power

How Power Is Gained or Lost
1. Social Exchange Theory
2. Strategic Contingency Theory
3. Institutionalization of Power

Influence Tactics and Outcomes (1 of 2)
General Types of Influence Tactics
1. Impression Management Tactics
2. Political Tactics
3. Proactive Tactics

Influence Outcomes for Proactive Tactics
1. Commitment
2. Compliance
3. Resistance

Types of Proactive Influence Tactics

1. Rational Persuasion

2. Apprising

3. Inspirational Appeals

4. Consultation

5. Collaboration

6. Ingratiation

7. Personal Appeals

8. Exchange

9. Coalition Tactics

10. Legitimating Tactics

11. Pressure

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