Ghada Khishfe
Case for Analysis: Terrys Dilemma - DISCUSSION QUESTIONS
1- Apply French and Ravens bases of power to Jake and Terry. Explain your answer.
French & Raven introduce five bases of power Coercive, Reward, Legitimate, Referent, and
Expert.
Considering the case of Jake he was using the power of legitimate and expert, although being not
employed with Dutchman he is still in contact with people who work over there and also guide
them with his expertise and experience. He is also using his referent power as he referred Terry
to the company and also mentored and guided Terry professionally. While in Terrys case it has
been almost 7 years since he started working with Dutchman and having worked there for so
long he has managed to gain the power of an expert, where he can handle, supervise, guide
several tasks of a Dutchman organization and has created his own niche so that even his
supervisor consult him for various office responsibilities, But Terry was also using this power in
a Coercive way against his fellow workers, Not surprisingly, Terry has been known to use the
schedule to recognize or punish his fellow colleagues in the department.
2- If Terry takes the job of supervisor, his bases of power may shift. Explain this change.
IF Terry takes the job of supervisor, his bases of power will shift from Expert powers to reward
powers, and from exerting Coercive power on his fellow workers to have that power exerted on
him. Coercive power in the new position would be relatively a new field for him and he has to
oblige with the orders of his seniors as he would also not possess an expert view and cant be
able to judge any discrepancies in policies and strategies to be mended. From past many years
Terry enjoyed attention of people of its staff and he was the one exerting Coercive power but if
he would shift to marketing it would be a different realm for him so he would be forced at times
to do what he doesnt want to.
3- The chapter reintroduces McClellands need for power. How would you rate Jakes and Terrys
n Pow? Referring back to the chapter on motivation, how else might you apply McClellands
theory to these two individuals? Explain your answer.
David McClelland proposes that power can be responsibly sought and used. The need for
power (or n Pow as he refers to it) is defined by McClelland as the desire to have an effect
on others. Jake had the desire to effect Terry and be his mentor by giving help or advice, he was
controlling Terry; thru their weekly meeting and his power in the company Jake was advising
and helping Terry, he was also trying to make him accept the marketing job. He also wanted
Terry to perform well because he took a personal risk and got Terry the job at Dutchman, his
reputation would be affected by Terrys conduct. Also Jake had an emotional power over Terry ,
Jake encouraged Terry to get his GED and then his associates degree at the local community
college. Jake was proud of what Terry had accomplished and the strong bond that they had
formed.
4- What actions would you suggest to Terry for him to be successful in his new position? Be sure to
include political tactics in your answer.
Terry should adopt a Personal-political tactic using friendships to facilitate his relationship at the
new position, he should employ presentation strategies in an attempt to make himself more
appealing to his new boss. He should also give himself time to progress and to know all the ins
and outs of the new position, and work on building his skills for the new position.
