What type of influence occurs when a person feels compelled to act based on anticipated rewards and punishments?

The correct choice is compliance, which refers to a form of influence where a person adjusts their behavior or attitudes in response to requests or demands based on the expectation of receiving rewards or avoiding punishments. This type of influence is often enacted in situations where individuals prioritize external factors, such as pleasing others or adhering to authority, rather than aligning their actions with their personal values or beliefs.

In compliance, the individual may not fully agree with the behavior expected or requested but chooses to participate because of the consequences tied to that choice. For example, an employee might complete a project on time not necessarily because they find it meaningful or believe in its importance, but because they want to earn a bonus or avoid criticism from a manager.

Understanding this distinction is crucial in the context of organizational behavior, as it highlights how external motivators can drive actions in the workplace. The dynamics of compliance can influence team interactions, leadership effectiveness, and overall organizational culture.