A STUDENT EXERCISE FOR INTEGRATING THE CONCEPTS OF POWER AND MOTIVATION Development In Business Simulation & Experiential Exercises, Volume 18, 1991 132 A STUDENT EXERCISE FOR INTEGRATING THE CONCEPTS OF POWER AND MOTIVATION Hugh M. Cannon, Wayne State University Cheryl Boglarsky, Wayne State University Howard Bowens, Wayne State University Robert Oppenheimer, Concordia University THE PAPER DESCRIBES A POWER AND MOTIVATION EXERCISE, AND NOTES THE DIRECTIONS THAT MIGHT BE TAKEN TO USE THE EXERCISE TO LEAD INTO OTHER, RELATED TOPICS, SUCH AS LEADERSHIP. One of the key determinants of success in teaching Organizational Behavior is the degree to which students learn to apply the abstract concepts they are studying to real situations. Bowens, Boglarsky, and Cannon (1990) suggest that a movie might be used to provide experiential data for the study of different types of power. Consistent with this reasoning, this paper suggests a second exercise that might be used in addition to the power exercise. THE CONCEPT OF MOTIVATION Motivation to work refers to the forces that account for the level, direction and persistence of effort expended at work (Schermerhorn, Hunt & Osborn 1988). Intrinsic motivation is motivation derived from performance of a task itself. By contrast, extrinsic motivation is derived from a desire to obtain the rewards that are offered as inducements to perform the task. MOTIVATION AND THE CONCEPT OF POWER Power, as we use the term, is the capacity to influence another person or group to accept one? s own ideas or plans (Greiner and Schein 1988). Given that behavior is driven by motivation, the topics of power and motivation are inextricably connected (French and Raven 1967). 1. Coercive power is based on the perception that someone other than the self can impose penalties for non- compliance. 2. Expert power is based on the perception of another person’s competence in a certain situation or arena. People tend to be persuaded by a perceived expert, both publicly and privately (Evan 6 Zelditch 1961, Luchins 6 Luchins 1961, Bass 1960, Mausner 1953, Torrence 1959). 3. Legitimate power is based on the internalization of common norms and values regarding the appropriate behaviors for a person holding a specific position or role. 4. Referent power is based on the identification with or liking of another. 5. Reward power is based on the ability for one person to provide desired outcomes for another. This is basically the ability to give positive reinforcement (Worchel and Cooper 1983). THE EXERCISE Part 1 of the exercise consists of an introductory presentation of the basic issues and concepts that students will use to analyze the relationship between power and motivation. In Part 2 on the analysis, students select some aspect of the movie to illustrate the effects of each aspect of power, as it appears, or as students project it to exist. Each sentence they write is the description of a specific effect a specific power event had on a specific kind of motivation/outcome combination. Part 3 of the exercise uses journal analysis (Allen and Enz 1986-7; Harris and Brown 1988-9) to record personal experience regarding the impact of power on motivation and outcomes. Students are instructed to use a worksheet to analyze critical interactions they encounter, either in the class situation or in some aspect of their outside lives. In the final part of the exercise, the instructor returns to class discussion as a means of linking the concepts of power, motivation, and organizational outcomes to the specific events recorded in student journal entries. SUMMARY AND CONCLUSIONS This exercise not only helps students to understand the concept of motivation, but it clarifies the concept by contrasting it with that of power. Thus it contributes to the integration of concepts that are incorporated into a useful fabric of working knowledge. (Contact authors for references) Table of Contents Volume 18, 1991 Personality Types and Total Enterprise Simulation Performance Using DIS 'n DAT as a Decision Support System for a Marketing Simulation Game Theoretical Derivation of a Market Demand Function for Business Simulators The Ethnographic Case Study: An Experiential Approach to Teaching Retail Management Electronic Bulletin Board Systems (BBS): Support Software for Computer Simulations The New Budget Game Negame: A Cross-Cultural Role-Play to Introduce Students to the Familiarization Stage of Negotiations Modeling Short-Run Cost and Production Functions Using Sheppard's Lemma in Computerized Business Simulations Increasing Simulation Realism through the Modeling of Step Costs Predicting Simulation Performance: Differences Between Groups and Individuals A Facility Location Case to Stimulate Classroom Interaction Educational Effectiveness of Business Simulation Gaming: A Comparative Study of Students and Practitioner Perspective Ethical Dilemmas in Experiential Learning: Issues and Strategies A Critical Review and Assessment of ABSEL's Award-Winning Procedures and Protocols Political Risk: A Simulation for Business Practitioners Upside Down: A Cross-Cultural Game in Experiential Learning Gorby's Dilemma: From Communism to Free Enterprise in Two Hours Strategic Market: Planning with the COMPLETE Product Portfolio Analysis Package: A Marketing Decision Support System Career Concepts and Total Enterprise Simulation Performance Experiential Learning in Human Resources: A Performance Appraisal Application Managerial Motivation and Realism Among MBA Student as Viewed through The Looking Glass, Inc. Simulation An Experiential Approach to Teaching Data Analysis Using MYSTAT: Rationale, Procedures and Results Practicing What Was Preached: A Sequential Learning Model put to the Test Student Attitudes about Policy Course Simulations An Investigation of the Relationship Between Simulation Play, Performance Level and Recency of Play on Exam Scores The Effect of Leadership and Cognitive Processing Styles upon Peer Performance Evaluation: Implication for the Utilization of Simulations in Business Pedagogy On the Transfer of Market Oriented Business Games to Socialist Cultures An Application of Financial Analysis of the Business Firm in a Simulated Competitive Environment Collective Bargaining Simulation: An Exercise based on a Familiar Theme Making Business Policy a Strategic Management Experience A Student Exercise for Intergrating the Concepts of Power and Motivation The Boundaries Extended: An Experiment Comparing Dialectical Inquiry, Devil's Advocacy and Consensus Using the Executive Game Using a Simulation Package to Develop a Simulation Exercise in Cost Accounting Success Factors in Experiential Training for Creative Problem-Solving Teams An Experiential Approach for teaching Quality management Critical Success Ratios: A Comparison of Two Business Simulations in a Multi-Year Environment Stocklogs: A Classroom Exercise for Teaching the Logistical Relationship of Location and Inventory The Organizational Leadership Program Simulating Business Decision-Making: Using Statistical Cases for Classroom Exercises Scripting for the Classroom Upgrading the Business Strategy and Policy Game Developing Student Team-Building and Leadership Skills Using Computer-Aided Experiential learning Strategies Organizing and Outward Bound Field Trip An Architecture for Extensible Simulation Games Performance in the Capstone Business Course: What is the effect of Pedagogy, Learning Styles, and Student Motivation? Operational Strategy with Participant-Modifiable Parameters An Example of a Personal Selling Case Transformed into a Role Play Scenario Instructional Software: It's Evolution and Current State of the Art in the Business Curriculum Ascertaining Performance Variables for use in Determining Student's Grades in Courses Employing a Business Simulation Designing Management Seminars Using Business Simulations The Accounting Information Systems Course: Bridging the Gap between the Classroom and the Real World The Good Cooks Guide to Training Excellence: Working with Passion A Demonstration on Multiple Data Collection Methods: Seeing Strategic Issues Through the Looking Glass Simulation Systems Analysis and Design: Why Undergraduate Education gets a Failing Grade Accommodating Organizational Culture: An Evaluation of Management Development Delivery Modes in Varying Organizational Cultures Modeling Total Quality into Business Simulations The Political Futures Game Meeting Meeting Objectives