Final- Session 8

Question 1

Five sources/bases of Power

Answer 1

Formal Bases
1. Legitimate- position of authority
2. Reward- ability to give valued outcomes
3. Coercive- ability to punish or withhold rewards
Informal Bases
4. Referent- identification, admiration, respect
5. Expert- unique knowledge or skill

Question 2

Influence Tactics

Answer 2

1. Silent authority: covert influence
2. Upward appeal: appeals to high authority
3. Coalition: forms groups to gain more power
4. Information control: manipulates others’ access to information
5. Assertiveness: “vocal authority”
6. Persuasion: logic, facts, emotional appeals
7. Ingratiation and impression management: increase liking
8. Exchange: promise of benefits or resources

Question 3

Hard Influence Tactics

Answer 3

• Silent Authority
• Upward Appeal
• Coalition
• Information Control
• Assertiveness

Question 4

Soft Influence Tactics

Answer 4

• Persuasion
• Ingratiation and impression management
• Exchange

Question 5

Three Outcomes of Influence

Answer 5

1. Resistance
2. Compliance
3. Commitment

Question 6

Social Networks

Answer 6

Social structures of individuals, or social units that are connected to each other through one or more forms of interdependence.