BUSMHR 3200 - Chapter 12 Questions With
Complete Solutions
There are five important interpersonal sources of power— (1) legitimate power
(2) reward power
(3) coercive power
(4) referent power
(5) expert power
Legitimate power An individual's ability to influence others' behaviors because of the
person's formal position in the organization.
The zone of indifference An area within which employees will accept certain directives
without questioning the leader's power.
Reward power An individual's ability to influence others' behaviors by providing them
with valued things.
To the extent that the employee values the rewards that the manager can give—praise,
promotions, money, time off, and so on—the employee may comply with requests and directives.
, BUSMHR 3200 - Chapter 12 Questions With
Complete Solutions
Coercive power An individual's ability to influence others' behaviors by punishing them.
For example, employees may comply with a manager's directive because they expect to be
punished if they fail to do so.
punishment can have undesirable side effects
Coercive power doesn't necessarily encourage desired behavior, but it may stop or reduce
undesirable behaviors.
Referent power An individual's ability to influence others because they respect, admire, or
like the person
Referent power usually is associated with individuals who possess admired personality
characteristics, charisma, or good reputations
Complete Solutions
There are five important interpersonal sources of power— (1) legitimate power
(2) reward power
(3) coercive power
(4) referent power
(5) expert power
Legitimate power An individual's ability to influence others' behaviors because of the
person's formal position in the organization.
The zone of indifference An area within which employees will accept certain directives
without questioning the leader's power.
Reward power An individual's ability to influence others' behaviors by providing them
with valued things.
To the extent that the employee values the rewards that the manager can give—praise,
promotions, money, time off, and so on—the employee may comply with requests and directives.
, BUSMHR 3200 - Chapter 12 Questions With
Complete Solutions
Coercive power An individual's ability to influence others' behaviors by punishing them.
For example, employees may comply with a manager's directive because they expect to be
punished if they fail to do so.
punishment can have undesirable side effects
Coercive power doesn't necessarily encourage desired behavior, but it may stop or reduce
undesirable behaviors.
Referent power An individual's ability to influence others because they respect, admire, or
like the person
Referent power usually is associated with individuals who possess admired personality
characteristics, charisma, or good reputations
