In the case of temporal generalization, time differences are neutralized – ego accepts the influence because he has already accepted influence previously, because there is a history whose continuation seems obvious. In the case of factual generalization, factor case-related differences are neutralized – ego accepts the influence because he has also accepted influence in different circumstances and because he transfers to someone else the task of taking on the content of the communication. In the case of social generalization, social differences are neutralized – ego accepts influence because others accept it too. In order to be able to label these types of generalization clearly we will call temporally generalized influence authority, circumstance-generalized influence reputation, and socially generalized leadership influence.

DEFINE: Distinguishes authority (temporal), reputation (circumstantial), and leadership (social) as three modes of generalized influence.

Niklas Luhmann, Trust and Power, loc. 734