SECTION D NOTES
INTERESTS
PERSONAL INTERESTS VS GROUP INTERESTS
PRODUCT
Group interests:
Prioritising product quality and user experience over speed of delivery.
Investing in long-term product development and innovation.
Minimising changes to product specifications to maintain stability and control.
Personal interests:
Product Manager: Building a reputation for creating innovative products that set
industry standards.
Developer: Preferring a predictable workload and having control over technical
decisions.
Designer: Seeking recognition for creative input and maintaining high design
standards.
SALES
Group interests:
Maximising revenue and meeting sales targets.
Pushing for rapid product adjustments to meet customer demands.
Emphasising short-term wins to meet quarterly goals.
Personal interests:
Sales Manager: Achieving sales targets to earn bonuses and advance career
prospects.
Sales Rep: Prioritising quick sales over long-term customer satisfaction to meet
targets.
Account Manager: Seeking flexibility to offer custom deals to close important
clients.
, POWER
Schildt et al. (2020):
Systemic power (embedded in structures and discourses)
Systemic power works through ideas and knowledge that shape how people see the
world and behave.
It can limit how we understand things by providing set ways of thinking and talking
that people often accept without question.
Episodic power (deliberate efforts to influence others)
Episodic power includes actions like guiding others’ understanding or disrupting
existing beliefs to change how they see things.
These interventions can either broaden or limit how employees think about and
interpret situations.
Sinding et al. (2018): on power
Power is based on interpersonal dependence (French & Raven 1968).
Bases/sources of power:
Reward Power: The ability to influence others by offering something desirable,
such as bonuses, promotions, or other benefits.
Coercive Power: The ability to influence others through fear of punishment or
negative consequences, such as demotions, reprimands, or job loss.
Legitimate Power: The power that comes from an official position or role within an
organisation, giving someone authority to make decisions and direct others.
INTERESTS
PERSONAL INTERESTS VS GROUP INTERESTS
PRODUCT
Group interests:
Prioritising product quality and user experience over speed of delivery.
Investing in long-term product development and innovation.
Minimising changes to product specifications to maintain stability and control.
Personal interests:
Product Manager: Building a reputation for creating innovative products that set
industry standards.
Developer: Preferring a predictable workload and having control over technical
decisions.
Designer: Seeking recognition for creative input and maintaining high design
standards.
SALES
Group interests:
Maximising revenue and meeting sales targets.
Pushing for rapid product adjustments to meet customer demands.
Emphasising short-term wins to meet quarterly goals.
Personal interests:
Sales Manager: Achieving sales targets to earn bonuses and advance career
prospects.
Sales Rep: Prioritising quick sales over long-term customer satisfaction to meet
targets.
Account Manager: Seeking flexibility to offer custom deals to close important
clients.
, POWER
Schildt et al. (2020):
Systemic power (embedded in structures and discourses)
Systemic power works through ideas and knowledge that shape how people see the
world and behave.
It can limit how we understand things by providing set ways of thinking and talking
that people often accept without question.
Episodic power (deliberate efforts to influence others)
Episodic power includes actions like guiding others’ understanding or disrupting
existing beliefs to change how they see things.
These interventions can either broaden or limit how employees think about and
interpret situations.
Sinding et al. (2018): on power
Power is based on interpersonal dependence (French & Raven 1968).
Bases/sources of power:
Reward Power: The ability to influence others by offering something desirable,
such as bonuses, promotions, or other benefits.
Coercive Power: The ability to influence others through fear of punishment or
negative consequences, such as demotions, reprimands, or job loss.
Legitimate Power: The power that comes from an official position or role within an
organisation, giving someone authority to make decisions and direct others.
