Sources of Interpersonal Influence

4 Pages Posted: 21 Oct 2008

See all articles by James G. Clawson

James G. Clawson

University of Virginia - Darden School of Business

Abstract

This summary of French and Raven's classic article, "The Bases of Social Power," introduces the ideas of reward, expertise, coercion, and expert and referent power bases. This note can be used as an introduction to power and influence theory or interpersonal relations, leadership and managerial cases.

Excerpt

UVA-OB-0273

SOURCES OF INTERPERSONAL INFLUENCE

Confronted with having influence over another, one really has a choice to make, a choice of what kind of influence or power one will use. There is more than one kind of power. Depending on the situation, the use of any one of these could either be highly effective or completely counterproductive, so the choice should not be taken lightly or ignorantly. This note provides a brief, consolidated summary of several articles on power and outlines a catalog of sources of interpersonal influence that one can use in relationships. Each approach has its own strengths and weaknesses. Each fits better in some situations than in others. The skills involved in exercising power, then, include at a minimum, being aware of and facile with various types of power and then having the judgment and wisdom to use the right type at the appropriate time. Finally, note that in most situations one would need to use a combination of the approaches outlined below. The relative strength of the use of each may determine the favorability of the situation's outcome.

Legitimate Power

Legitimate power is the central tenet of bureaucracy, a French word meaning “power of the office.” Legitimate or legal authority is based on the belief of Person, P, that Other, O, has a right by virtue of O's position or title to influence P. Executives in a corporation are able in large part to influence employees because the employees accept the right of people with executive titles to direct employees.

Reward Power

. . .

Keywords: interpersonal behavior, leaderrship, managerial psychology

Suggested Citation

Clawson, James G., Sources of Interpersonal Influence. Darden Case No. UVA-OB-0273, Available at SSRN: https://ssrn.com/abstract=910366 or http://dx.doi.org/10.2139/ssrn.910366

James G. Clawson (Contact Author)

University of Virginia - Darden School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States

HOME PAGE: http://www.darden.virginia.edu/faculty/clawson.htm

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