Power and Influence

Contingencies of Power

Factors that determine the level of power an individual holds within a group or organization.

Substitutability

The availability of alternatives that can replace a resource or power holder.

Centrality

The power holder's importance based on their interdependence with others.

Visibility

The extent to which a power holder is seen or recognized by others.

Discretion

The freedom to exercise judgment and make decisions without external constraints.

Social Influence

The effect that emotions, opinions, or behaviors of others have on an individual.

Reciprocity

The principle that people feel indebted to those who provide them with something.

Social Proof

The tendency for individuals to look to the behavior of others to guide their own actions.

Commitment & Consistency

The principle that once a person commits to something, they are likely to continue to act consistently with that commitment.

Liking

The principle that people are more likely to accept requests from individuals they like.

Authority

The tendency for individuals to listen to and follow the directives of credible and knowledgeable experts.

Scarcity

The principle that perceived rarity increases the value of something.

Door-in-the-Face Technique

A persuasive strategy where a large request is followed by a smaller, more reasonable one.

Foot-in-the-Door Technique

A strategy that involves getting a person to agree to a small request before asking for a larger one.

Low-Ball Technique

A tactic that involves getting a commitment at a lower cost before increasing the price.

Pressure Tactics

Using demands, threats, or intimidation to persuade someone to comply with a request.