If Paul, a salesman, does not perform as well as expected, his supervisor can put a negative letter in his file. This is an example of:

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This is an example of coercive power, where the supervisor has the power to inflict punishment or negative consequences on Paul if he does not meet performance expectations. The other power types do not necessarily involve negative consequences for underperformance. Referent power is based on personal relationships, expert power is based on knowledge and expertise, and legitimate power is based on formal authority.

If Paul, a Salesman, Does Not Perform as Well as Expected