After another disappointing month in sales, the manager told the sales team that if they didn't meet their quota by the end of the next quarter, they would lose their annual bonus. The manager is demonstrating _____ power.
A) reward
B) referent
C) expert
D) coercive

Question

Quizplus · Accepted Answer

The manager's statement of taking away the bonus is an example of punishment or negative consequences, which falls under coercive power. The manager is using fear of losing something valuable as a way to motivate the sales team to perform better.

After Another Disappointing Month in Sales, the Manager Told the Sales