The Effects of Status Cues on Choices of Social Power and Influence Strategies

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Department or Administrative Unit


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Social influence and social power were examined in two studies. In Study 1, samples of U.S. students who had been presented with randomly ordered lists of 13 influence tactics and power bases predicted the likelihood that an influence agent would use the tactics or power bases, for seven status-differentiated, hypothetical relationships. Lower status agents were perceived to use influence tactics, and higher status agents were perceived to use power bases. In Study 2, female students were assigned either a supervisory role or a subordinate role. The participants in the supervisory and subordinate roles identified power bases or influence tactics that had been rated by the participants in Study 1 as commonly used by higher or lower status influence agents, respectively. The results of the present study seem to support the notion that social influence and social power are separate strategies.


This article was originally published in The Journal of Social Psychology. The full-text article from the publisher can be found here.

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The Journal of Social Psychology