Question: power

Answer: the ability to influence another person

Question: agent

Answer: person using the power

Question: target

Answer: the receipient of the attempt to use power

Question: influence

Answer: the process of affecting the thoughts, behavior, and feelings of another person

Question: authority

Answer: the right to influence another person

Question: zone of indifference

Answer: the range in which attempts to influence a person will be perceived as legitimate and will be acted on without a great deal of thought

Question: reward power

Answer: power based on an agent’s ability to control rewards that a target wants

Question: coercive power

Answer: power that is based on an agent’s ability to cause an unpleasant experience for a target

Question: legitimate power

Answer: power that is based on position and mutual agreement; agent and target agree that the agent has the right to influence the target

Question: referent power

Answer: an elusive power that is based on interpersonal attraction.