Suppose that you are managing a large retail store, such as a Macy's or Nordstrom, and want to convince several department managers to join a task force to make recommendations for marketing through social media. The department managers are already very busy, so you know it is going to be difficult to convince them to join the task force. Explain how you might use the five of the nine most relevant influence tactics discussed in the text.

Question

What will be an ideal response?

Answer 1

The nine tactics described, in descending order of frequency of use, are:

Rational persuasion—trying to convince someone with reason, logic, or facts
Inspirational appeals—trying to build enthusiasm by appealing to others' emotions, ideals, or values
Consultation—getting others to participate in planning, decision making, and changes
Ingratiation—getting someone in a good mood prior to making a request
Personal appeals (soft)—referring to friendship and loyalty when making a request or asking a friend to do a favor
Exchange tactics—making explicit or implied promises and trading favors
Coalition tactics—getting others to support your efforts to persuade someone
Pressure tactics—demanding compliance or using intimidation or threats
Legitimating tactics—basing a request on authority or right, organizational rules or policies, or explicit/implied support from superiors

Students should explain how they would use five of these tactics to convince department managers to join the task force.