Table 3. Social Power: Preparatory and Stage-Setting Devices

Setting the Scene or Stage

Architecture and building design (expert, referent)

Displaying diplomas, library, photos with celebrities (expert)

Wearing uniform, laboratory coat, stethoscope (expert)

Arranging of podium or pulpit, or desk, chairs (legitimate)

Enhancing or Emphasizing Power Bases

References to agent's ability to control rewards and punishments; to expertise; to mutuality of interests (referent); to formal role as supervisor, teacher, doctor, etc. (legitimate)

Intimidation, presenting fearful image (coercion)

Ingratiation, via compliments, etc., to increase target's attraction to agent (personal reward, personal coercion, referent power)

Self-promotion, emphasizing superior knowledge (expert)

Emphasizing common goals, background, identification, similarity (referent)

Doing a favor for target, emphasizing one's dependence upon target, reference to some harm which target had imposed on agent (legitimacy of reciprocity, responsibility, equity)

Presenting background information, which can subsequently serve to enhance informational influence

Giving rewards to others who comply, or severe punishment to noncompliers

Surveillance - emphasizing agent's ability to observe target (enhances coercive power and reward power)

Minimizing Target

Subtle "put-downs" that decrease target's self-esteem, confidence, to increase agent's informational, expert, or legitimate power

Diminishing Opposing Influencing Agents

Minimizing expertise, reference, legitimacy, etc., of others who may support the target's current position or mode of behavior

Pointing out undesirable characteristics of opposing agents

Physical isolation of target from contact with opposing agents