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ACCA Strategic Professional · Strategic Business Leader · Leadership and organisational culture

At Dalton Freight, the operations director, Mei, has no formal authority over the sales team. However, sales staff follow her advice on delivery commitments because she has 20 years of logistics experience and is widely regarded as the authority on the subject. Which French and Raven source of power is Mei exercising?

Mei is using expert power. Her influence over the sales team comes from her recognised logistics knowledge and experience, not from a formal position, rewards, sanctions or personal charisma, so it is not legitimate, referent or coercive power.

  1. ALegitimate power
  2. BExpert powerCorrect
  3. CReferent power
  4. DCoercive power

Explanation

Expert power derives from specialist knowledge and skill that others value. Mei has no formal position over sales, so legitimate power does not apply. Referent power would rest on personal admiration or identification, not on her knowledge.

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