Page 43 - eBOOK ORGANISATIONAL BEHAVIOUR FULL REPORT (eISBN)

e) Referent Power

Referent power is based on identification with a person who has desirable resources or

personal traits.

5.4 Power Tactics

There are 9 organizational power tactics. These tactics are ways in which individuals
translate power bases into specific actions.

a) Legitimacy
This tactic suggests that basing a request on one’s authority or right, organizational rules

or policies, or express or implied support from superiors, is a best.

b) Rational Persuasion

A tactic that is used to try and convince someone with a valid reason, rational logic, or

realistic facts.
c) Inspirational Appeals

A tactic that builds enthusiasm by appealing to emotions, ideas and/or values.

d) Consultation
A tactic that focuses on getting others to participate in the planning process, making

decisions, and encourage changes.

e) Exchange

A tactic that suggests that making express or implied promises and trading favors.
f) Personal Appeals

A tactic that refers to friendship and loyalty while making a request.

g) Ingratiation

A tactic that emphasizes on getting someone in a good mood prior to making a request.
It includes being friendly, helpful, and using praise or flattery.

h) Pressure

A tactic that focuses on demanding compliance or using intimidation or threats.

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