Power & Influence

Question 1

What are the six bases of power ?

Answer 1

• Legitimate power
• Reward power
• Coercive power
• Referent power
• Expert power
• Information power

Question 2

What is legitimate power ?

Answer 2

• position of formal authority
• the person has the right to expect you to comply with legitimate requests

Question 3

What is reward power ?

Answer 3

• Ability to provide positive outcomes
• Often used to support legitimate influence

Question 4

• What is coercive power ?

Answer 4

• Use of punishment and threat
• Often used to support legitimate influence

Question 5

What is referent power ?

Answer 5

• Being liked and/or respected
• Does not necessarily have high authority

Question 6

What is expert power ?

Answer 6

• Valued knowledge or skills
• corresponds to difficulty of replacement
• can be acquired via learning

Question 7

what is information power ?

Answer 7

• Derived from possessing knowledge that others want to need

Question 8

What are the 2 sources of power ? and which of the bases of power fall under them ?

Answer 8

• Position power : derived from office or rank
  
  • legitimate
  • reward
  • coercive
  • information
• Personal power : derived from being seen as likeable or knowledgable
  
  • Referent
  • Expert

Question 9

What are 3 different reactions to power ?

Answer 9

1. Resistance : the person is opposed to the request and tries to avoid it (NO)
2. Compliance : the person goes along with the request , putting in minimal effort (YES, but…)
3. Commitment : the person is enthusiastic about the request and carries the tasks out (YES)

Question 10

What are Cialdini’s six principle of persuasion ?

Answer 10

• Liking : similarly and praise
• Reciprocity : you get what you give
• Social proof : conformity to social norms
• Consistency : desire to be consistent with previous actions
• Authority : people defer to experts
• Scarcity : we want things that are hard to get