Document Summary

Individual sources of power and their effects: coercive power do it or else . the person can make things difficult for people, and you want to avoid getting him or her angry; based on fear: reward power do it because there is something in it for you . the person is able to give special benefits or rewards to people, and you find it advantageous to trade favours with him or her: legitimate power do it because i m the boss . the person has the right, considering his or her position and your job responsibilities, to expect you to comply with legitimate requests: expert power do it because you need my expertise on the matter . the person has the experience and knowledge to earn your respect and you defer to his or her judgment in some matters: referent power do it because you like or respect me .

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