Effects of Compliance Outcome and Basis of Power on the Powerholder-Target Relationship

Abstract

To determine the effects of compliance outcome and basis of power on the powerholder-target relationship, 108 undergraduates each read six scenarios in which a powerholder influenced a target by using a different one of the French and Raven (1959) bases of social power. Compliance resulted either in all positive, all negative, or else unknown outcomes for the target across the six influence attempts. Although an expected interaction between type of outcome and power base was not found, main effects were obtained for each. Specifically, subjects perceived greater possibility for future use of power, less surveillance necessary, more attraction to powerholder by target and more private acceptance by target following positive rather than negative outcomes, with unknown outcomes in-between. Main effects for power base on these aspects of the powerholder-target relationship were primarily accounted for by coercive power, with this mean significantly lower than those of the other bases. Attributions of causality and responsibility for the compliance outcome were unaffected by power base, although higher causality was attributed to the target when outcomes were positive rather than negative. The results are discussed in view of the neglect of outcome specification in past research on the bases of social power.