| Reward |
Impersonal reward |
Give something desired |
|
Personal reward |
Receive personal approval from someone liked or valued highly |
| Coercion |
Impersonal coercion |
Impose punishment |
|
Personal coercion |
Threaten rejection or disapproval from someone valued highly |
| Legitimacy |
Position power |
Tell/ask to do something because they are your boss/superior |
|
Reciprocity |
Oblige someone to do something because you did something for them |
|
Responsibility or dependence |
Depend on someone to do something because they are the only one who can do it |
|
Equity (compensatory) |
Oblige someone to do something to make up for pain or difficulty they caused |
| Expertise |
Positive |
Inform someone how something should be done because of your previous experience with it or knowledge |
|
Negative |
Imply that someone does not know as much about this as you do |
| Reference |
Positive |
Mimic or model yourself after someone |
|
Negative |
Do the opposite of what someone does or recommends due to unattractive actions or negative feelings toward them. |
| Informational |
Direct |
Explain the reason using logical arguments that this is the case, to help someone understand |
|
Indirect |
Overhear a conversation or mention a similar case |
