Social Influence:Social Influence:Obedience and PowerObedience and Power

OutlineOutline

ObedienceObedience Assignment 4Assignment 4 MotivationMotivation Power basesPower bases

ObedienceObedience Willingness to obey “legitimate” authorityWillingness to obey “legitimate” authority

Example: Milgram obedience studiesExample: Milgram obedience studies

Procedures:Procedures: ‘‘Teacher’ & ‘Student’: learn word pairsTeacher’ & ‘Student’: learn word pairs ‘‘Teacher’ required to administer shock to Teacher’ required to administer shock to

‘learner’ for errors‘learner’ for errors

The Milgram The Milgram Experiments:Experiments:

ResultsResults Over 60% punished learners Over 60% punished learners with the highest shock intensity with the highest shock intensity (450 volts)(450 volts)

Assignment # 4Assignment # 4

Carry out your own conformity study.Carry out your own conformity study.

Type up a 1 page description of your Type up a 1 page description of your study and your observations. study and your observations.

Be sure to indicate how your Be sure to indicate how your observations relate to material observations relate to material discussed in the course. discussed in the course.

Peer Teaching of Motivation Peer Teaching of Motivation TheoriesTheories

Assignment:Assignment: Each group is responsible for teaching the Each group is responsible for teaching the

theory to the class and demonstrating the link theory to the class and demonstrating the link to leadershipto leadership

Some sort of visual aid is requiredSome sort of visual aid is required Group 1: Need theoriesGroup 1: Need theories Group 2: Equity theoryGroup 2: Equity theory Group 3: Expectancy theoryGroup 3: Expectancy theory Group 4: ‘Work Design’ theories Group 4: ‘Work Design’ theories (Herzberg and (Herzberg and

Job characteristics model)Job characteristics model)

Group 5: Operant theoryGroup 5: Operant theory

5 social roots of power (French and 5 social roots of power (French and Raven)Raven)

Reward powerReward power Coercive powerCoercive power Legitimate powerLegitimate power Referent powerReferent power Expert powerExpert power

PowerPower

Reward PowerReward Power Definition:Definition:

Power based on providing and promising Power based on providing and promising a positive outcomea positive outcome

Examples:Examples: ““If you brush your teeth every night this If you brush your teeth every night this

week, I’ll take you to the movies on week, I’ll take you to the movies on Saturday”Saturday”

Coercive PowerCoercive Power Definition:Definition:

Power based on providing or promising Power based on providing or promising a negative outcomea negative outcome

Examples:Examples: ““If you don’t brush your teeth you can’t If you don’t brush your teeth you can’t

watch TV”watch TV”

Legitimate PowerLegitimate Power

Definition:Definition: Power based on the influencer’s right or Power based on the influencer’s right or

authority to make a requestauthority to make a request

Examples:Examples: ““I’m your parent and I’m telling I’m your parent and I’m telling

you to brush your teeth now!”you to brush your teeth now!”

Referent PowerReferent Power Definition:Definition:

Power based on identifying with or Power based on identifying with or wanting to be like another person or groupwanting to be like another person or group

Examples:Examples: ““Your big brother Stan always brushes Your big brother Stan always brushes

twice a day”twice a day”

Expert PowerExpert Power Definition:Definition:

Power based on special knowledge, Power based on special knowledge, skills, or abilityskills, or ability

Examples:Examples: ““The dentist told you to brush twice a The dentist told you to brush twice a

day, she knows best”day, she knows best”

Which Base of Power?Which Base of Power?

You Drink and Drive… You Lose!You Drink and Drive… You Lose! You can lose your license, time from your You can lose your license, time from your

job, and lose money in fines and court job, and lose money in fines and court costs. If you are involved in an accident costs. If you are involved in an accident while impaired, you could face while impaired, you could face imprisonment for vehicular manslaughter imprisonment for vehicular manslaughter or homicide.or homicide.

RewardReward CoercivCoercivee

LegitimLegitimateate

ReferenReferentt

ExpertExpert

Which Base of Power?Which Base of Power?RewardReward CoercivCoerciv

eeLegitimLegitim

ateateReferenReferen

ttExpertExpert

Which Base of Power?Which Base of Power?RewardReward CoercivCoerciv

eeLegitimLegitim

ateateReferenReferen

ttExpertExpert

Which Base of Power?Which Base of Power?

Uncle Sam Wants YOU!Uncle Sam Wants YOU!

RewardReward CoercivCoercivee

LegitimLegitimateate

ReferenReferentt

ExpertExpert

Which Base of Power?Which Base of Power?

““Four out of five dentists Four out of five dentists recommend sugarless gum recommend sugarless gum for their patients who chew for their patients who chew gum."gum."

RewardReward CoercivCoercivee

LegitimLegitimateate

ReferenReferentt

ExpertExpert

Applying Power TacticsApplying Power Tactics

Using the power tactic given to you, Using the power tactic given to you, develop a skit to address the develop a skit to address the following scenario:following scenario:

Assume that a teenager you know is Assume that a teenager you know is being pressured to join a gang. Draw being pressured to join a gang. Draw upon the course of power listed on your upon the course of power listed on your card to prevent this.card to prevent this.