Identify at least five of the influence tactics used to get people to do what you want. Is each of these a hard or soft tactic? Which one is most frequently used? Provide examples of how each might be used.
What will be an ideal response?
The nine tactics described, in descending order of frequency of use, are:
Rational persuasion (soft)—"You know, all the cutting-edge companies use this approach."
Inspirational appeals (soft)—"If we do this as a goodwill gesture, customers will love us."
Consultation (soft)—"I wonder if I could get your thoughts about this matter."
Ingratiation (soft)—"I hate to impose on your time, knowing how busy you are, but you're the only one who can help me."
Personal appeals (soft)—"We've known each other a long time, and I'm sure I can count on you."
Exchange tactics (hard)—"Since I backed you at last month's meeting, maybe you could help me this time around."
Coalition tactics (hard)—"Everyone in the department thinks this is a great idea."
Pressure tactics (hard)—"If this doesn't happen, you'd better think about cleaning out your desk."
Legitimating tactics (hard)—"This has been green-lighted at the highest levels."
You might also like to view...
A 90-day, 12% note for $20,000, dated September 10, is received from a customer on account. If the note is discounted at 15% on October 10, the due date is
A) December 9 B) December 10 C) December 11 D) December 8
Increasingly, companies are designing application forms to be tests of the applicant's written communication skills
Indicate whether the statement is true or false
Quality may be defined as ______.
a. the product’s conformance to design specifications b. the product’s fitness for its unintended use c. the long term service contract associated with the product d. the product’s usefulness for different applications
Some investors use ________ as a simple measure of the firm's risk
A) a stock's dividend yield B) a stock's trading volume C) a stock's price range D) a stock's closing price