Kurt Lewin address: influence, power, religion, and the mechanisms of social control

Journal of Social Issues, Spring, 1999

Preparatory and Stage-Setting Devices

Strengthening bases of power. To effectively influence the target, the influencing agent will often find it necessary first to engage in preparatory or stage-setting devices. These preparatory devices by the agent may begin in anticipation of future influence attempts. The clothing worn by the agent will often suggest certain bases of power: the uniform of a policeman, the vestments of a clergyman, the laboratory coat and stethoscope of the surgeon . . . (Bickman, 1974; Bushman, 1988). The display of diplomas, books, photos with celebrities would emphasize expert power. Indeed, the architecture in which the influence is to take place may suggest bases of power. The initial interaction with the target will also serve to enhance or emphasize certain bases of power: To use coercive power or reward power, it must be demonstrated that the agent not only has means to punish or reward the target, but the readiness to use such means. For expert power, superior knowledge may have to be demonstrated by choice of erudite words or other demonstration of knowledge. For legitimate position power, the agent must first demonstrate to the target that, by virtue of his/her position, the agent has a right to influence the target and the target must feel an obligation to comply. For legitimate power of reciprocity, the target may have to be reminded of what the agent has done previously for the target, such that the target should feel that reciprocal obligation. These are summarized in Table 3. (Some of these stage-setting devices are presented in Jones and Pittman, 1982).

While going through basic training in the army, I was very puzzled about a number of the things which we had to do. I could understand our having to learn how to use our weapons and how to operate under combat conditions, but why learn to lace our shoes a particular way, walk back and forth through puddles, salute commissioned officers even when off base, etc.? Only much later did I realize that, in addition to combat training, basic training was a stage-setting device, especially for the establishment of legitimate position power. Those in command were not ready to put their trust in informational power: Particularly in combat conditions, officers would not be able to give us reasons. Coercive power, under limited surveillance, would also not be sufficient. We must learn, as Tennyson said of the Light Brigade, that when ordered to do something, "ours is not to reason why, ours is but to do or die." So it was important that we were ordered to do meaningless things, and learn to obey legitimate authority without question, while coercive power was still hovering in the background.

Minimizing the target. Just as the agent will attempt to enhance or establish his/her bases of power, it may also be necessary to minimize the target, to show the target that his/her knowledge is limited (to enhance expert power), to convince the target that his/her ability to resist punishment is insufficient, to induce guilt in the target by showing how the target had previously harmed the agent, and so forth. And finally, the influencing agent may wish to diminish the power of other opposing influencing agents who might have power over the target, by demonstrating their lack of expertise, their illegitimacy, their negative character. Cult leaders often reduce counterinfluence by physically isolating their members from their families, friends, or others who might have contrary beliefs or opinions.