From the course: Exerting Social Power: A Solution Engineer's Guide
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Summary
From the course: Exerting Social Power: A Solution Engineer's Guide
Summary
So in conclusion, your organization needs you to exert social influence. They need you to influence the thoughts and actions of your customers. They need you to wield social power. Even though French and Raven concluded that expert power is a unique form of independent power, it is not the only power that solution engineers can exert. You have access to all forms of social influence, so seek them and use them. Solution engineers should be masters at reward power, coercive power, legitimate power, referent power, connection power, information power, and of course, expert power. They will all serve your purposes. They are cumulative and mostly complimentary. Great solution engineers amass considerable social power. Great solution engineers also know that power is associated with dependency. From a suppliers perspective, dependency is good. The more dependent a customer is on you, your organization, your goods, and your services, the more entrenched your relationship will be. At the…
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