From the course: Exerting Social Power: A Solution Engineer's Guide
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Reward power
From the course: Exerting Social Power: A Solution Engineer's Guide
Reward power
When we incent people to perform a desired action through the offering of a conditional benefit, we are exercising reward power. Governments use rewards to incent desired behavior among their citizenry. For example, in the United States, the federal government provides tax benefits for people who purchase homes and for people who pay for college tuition or who buy alternatively powered vehicles. Companies use reward powers, of course, to attract new customers. Just try to find a credit card, for example, that doesn't include some form of a reward. Corporate leaders and government agencies, of course, are not the only sources of rewards. Solution engineers can and should tap into and influence available reward structures. For example, maybe you can go out of your way to help a sales representative exceed a quota or receive a bonus. Maybe you can help a customer fix a vexing problem. In each of these examples, someone else receives a reward because of your knowledge and your actions…
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