Authority + Credibility = Influence
Nov 16, 2022
As humans, we are strongly inclined to comply with authority figures. This tendency is ingrained in our nature and often operates unconsciously. People frequently underestimate the influence that authority exerts on their behavior.
Three key symbols effectively establish authority:
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Titles: Doctor, CEO, professor, minister, etc.
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Clothing: Uniforms worn by doctors, pilots, police officers, military personnel, etc.
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Props: Status symbols like luxury cars.
Looking the Part
Research shows that individuals displaying one or more of these symbols elicit greater respect and compliance. The perception of authority—or "orchestrated respect"—is a powerful tool for managers leading teams and driving change.
Authority as a Principle of Influence
Authority is one of the six principles of influence outlined in Robert Cialdini’s Influence. Here’s the full list:
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Commitment and Consistency: Small commitments encourage further action.
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Social Proof: People follow the behavior of others.
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Liking: Likable individuals are more persuasive.
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Authority: Credible experts inspire trust and compliance.
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Scarcity: Limited availability increases value.
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Reciprocity: Giving something encourages reciprocation.
The Role of Credibility in Authority
While people may initially comply with authority, critical thinkers will question whether the authority figure is truly an expert and trustworthy. This highlights the importance of credibility as a foundation for influence. As a manager, you must build trust and lead by example to establish your authority effectively. Here’s how:
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Set an Example: Practice the behaviors you wish to see.
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Provide Honest Feedback: Be transparent and constructive.
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Elevate Employees: Make their contributions visible.
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Delegate Responsibility: Empower your team members.
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Support Development: Help employees grow their skills.
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Defend Your Team: Advocate for them when necessary.
Building and Delegating Authority
1. Building Your Own Authority
Develop your expertise in relevant areas to gain respect. Authority doesn’t require a C-level title but does demand subject matter expertise. Share your knowledge through training, webinars, and discussions to establish yourself as a credible leader. For example, care centers with staff who engage in professional development often see better results in improving living conditions.
2. Delegating Authority
Leverage the credibility of others to strengthen your message. Brands often use athletes in ads, and organizations can similarly recruit influential figures to support change initiatives. For instance, in Flanders, radio and TV presenter Zaki has become a credible voice advocating for change in elderly care. His expertise, drawn from personal projects and public speaking, adds weight to his recommendations.
Using Authority Wisely
When used ethically, the principle of authority fosters trust and engagement. It encourages employees to follow your leadership and align with organizational changes. Always pair authority with credibility to ensure lasting influence and meaningful outcomes.
If youā€™re inspired by this story and want to create impactful change within your organization, explore our online coursesĀ or book a coaching call today to get started.
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