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An introduction to the concept of influence processes
A summary of the various types of influence processes and the factors that can affect them

Influence process can be defined as the ability of an individual or group to modify or change the behavior of other individuals or groups.

Bases of Influence

The five bases of influence begin with legitimacy. In this instance, the right to influence others comes from a higher source. Several sources of legitimacy are God, the law, and economic ownership. Typically, legitimacy is seen as a topdown concept, In fact, it can be argued that legitimacy only applies when those over whom it is being exercised are willing to accept the legitimacy. This is a bottomup concept of legitimacy.

Coercion is the second base of influence. This suggests that one can force others to behave in certain ways. Physical force is obvious, but threats to exploit someone or withhold some reward would also qualify as coercion.

The ability to provide rewards is the third basis of influence. To the extent the reward is desirable, one's ability to offer or withhold it can be a strong way to influence others. Fourth, many people who possess special expertise and knowledge can influence others who wish the benefits associated with the knowledge. Finally, some people simply want others to like and respect them. Those who are the targets of such desires can exercise influence over others by simply asking for things. This is the referent basis of influence.

All these are bases of influence that help people exert influence over others. Depending on the base of influence used, the followers will respond with more or less compliance. but all the bases can cause others to modify or change their ...

Solution Summary

An introduction to the concept of influence processes