1. Social Influence: Obedience and Power

2. Outline  Obedience  Assignment 4  Motivation  Power bases

3. Obedience  Willingness to obey “legitimate” authority  Example: Milgram obedience studies  Procedures:  ‘Teacher’ & ‘Student’: learn word pairs  ‘Teacher’ required to administer shock to ‘learner’ for errors

5. The Milgram Experiments: Results  Over 60% punished learners with the highest shock intensity (450 volts)

6. Assignment # 4  Carry out your own conformity study.  Type up a 1 page description of your study and your observations.  Be sure to indicate how your observations relate to material discussed in the course.

7. Peer Teaching of Motivation Theories  Assignment:  Each group is responsible for teaching the theory to the class and demonstrating the link to leadership  Some sort of visual aid is required  Group 1: Need theories  Group 2: Equity theory  Group 3: Expectancy theory  Group 4: ‘Work Design’ theories (Herzberg and Job characteristics model)  Group 5: Operant theory

8.  5 social roots of power (French and Raven)  Reward power  Coercive power  Legitimate power  Referent power  Expert power Power

9. Reward Power  Definition:  Power based on providing and promising a positive outcome  Examples:  “If you brush your teeth every night this week, I’ll take you to the movies on Saturday”

10. Coercive Power  Definition:  Power based on providing or promising a negative outcome  Examples:  “If you don’t brush your teeth you can’t watch TV”

11. Legitimate Power  Definition:  Power based on the influencer’s right or authority to make a request  Examples:  “I’m your parent and I’m telling you to brush your teeth now!”

12. Referent Power  Definition:  Power based on identifying with or wanting to be like another person or group  Examples:  “Your big brother Stan always brushes twice a day”

13. Expert Power  Definition:  Power based on special knowledge, skills, or ability  Examples:  “The dentist told you to brush twice a day, she knows best”

14. Which Base of Power?  You Drink and Drive… You Lose!  You can lose your license, time from your job, and lose money in fines and court costs. If you are involved in an accident while impaired, you could face imprisonment for vehicular manslaughter or homicide. RewardCoerciveLegitimateReferentExpert

15. Which Base of Power? RewardCoerciveLegitimateReferentExpert

16. RewardCoerciveLegitimateReferentExpert

17.  Uncle Sam Wants YOU! RewardCoerciveLegitimateReferentExpert

18. Which Base of Power?  “Four out of five dentists recommend sugarless gum for their patients who chew gum." RewardCoerciveLegitimateReferentExpert

19. Applying Power Tactics  Using the power tactic given to you, develop a skit to address the following scenario:  Assume that a teenager you know is being pressured to join a gang. Draw upon the course of power listed on your card to prevent this.