Queenie Joy N.

Valencia
BSCRIM-3C
CFLM2
Create a scenario on the Six Points of Leadership Power. (Page 50 of your
reference book guide question # 5)
1. Coercive Power
2. Reward Power
3. Legitimate Power
4. Expert Power
5. Referent Power
6. Informational Power
Cite your reference

SCENARIO:

As the CEO of a major corporation, I have been tasked with increasing sales
revenue by 20% in the next quarter. I have a team of sales managers who report
directly to me and who are responsible for leading their respective sales teams. I
need to utilize the six points of leadership power to motivate as a manager to
achieve this goal.

Coercive Power: As the CEO, I have the authority to use coercive power to
force as managers to meet the sales target. However, I realize that this approach
is not sustainable in the long term and may lead to resentment as a manager of
the corporation.

Reward Power: I will decide to use reward power to motivate my managers by

offering bonuses to those who meet or exceed their sales targets. This strategy
incentivizes my managers and encourages them to work harder.

Legitimate Power: My position as the CEO gives me legitimate power, which

means that my managers are obligated to follow my orders. However, I realize
that this power is not enough to motivate my managers to achieve the sales
target.

Expert Power: I will use my expert power to guide my managers and provide
them with the knowledge and resources they need to succeed. I am sharing my
experience and insights, helping them to overcome challenges and improve their
sales strategies.
Referent Power: I have built strong relationships with your managers over time,
and they respect and trust me. I leverage this referent power to inspire and
motivate my managers to achieve the sales target.

Informational Power: I provide my managers with information about the market,

competitors, and customer needs. This information helps them to make informed
decisions and develop effective sales strategies.

REFERENCE:
French, J. R. P., & Raven, B. (1959). The bases of social power. In D.
Cartwright (Ed.), Studies in social power (pp. 150-167). University of
Michigan Press.

HBR. (2010). The big idea: The pros and cons of coercion. Harvard
Business Review. https://hbr.org/2010/07/the-big-idea-the-pros-and-
cons-of-coercion

Inc. (2010). How to use rewards to motivate employees. Inc.

Magazine. https://www.inc.com/guides/2010/04/how-to-use-rewards-
to-motivate-employees.html

Wiest, B. (2019, August 13). The difference between legitimate power

and personal power and how to use both in your leadership. Forbes.
https://www.forbes.com/sites/briannawiest/2019/08/13/the-difference-
between-legitimate-power-and-personal-power-and-how-to-use-both-
in-your-leadership/?sh=12fbdf6c253d

Psychology Today. (2013). The six types of power you need to know.
https://www.psychologytoday.com/us/blog/brain-babble/201303/the-
six-types-power-you-need-know

HBR. (2015). The art of building referent power. Harvard Business

Review. https://hbr.org/2015/05/the-art-of-building-referent-power

Caprino, K. (2013, June 17). The most powerful way to influence

others and achieve your goals. Forbes.
https://www.forbes.com/sites/kathycaprino/2013/06/17/the-most-
powerful-way-to-influence-others-and-achieve-your-goals/?
sh=430f8a6017c5