Whether you realize it or not, you spend a great deal of time attempting to influence others, including your professors, parents, bosses, kids, friends, and customers. This activity is important because research suggests that managers should understand influence tactics, including which tactics to use and when to use them, in order to be most effective. The goal of this exercise is to challenge your knowledge of nine generic influence tactics.

Match each term to the influence tactic that its description best represents.

a. To influence your boss to give you a raise. you prepared a presentation that showed your productivity and output over the past five years compared to your coworkers.
b. The ASPCA influences consumers to donate by showing heart wrenching commercials that feature animals in shelters.
c. In order to make a decision that Will affect your entire team. you discuss the options With several of your team members and seek their input and advice.
d. Before asking you to take on a particularly difficult and thankless assignment, your boss spends a few minutes praising all of your recent successes at work.
e. Your coworker wants you to cover his shift later this week, so he reminds you that the o of you are close and that this what friends do fog one another
f. Your boss tells you that if you are willing to work Thanksgiving week without any days off. she Will guarantee that you don't have to work during the next major holiday week

1. Ingratiating tactics
2. Personal tactics
3. Rational persuasion
4. Inspirational appeals
5. Personal appeals
6. Legitimating tactics
7. Consultation
8. Exchange tactics
9. Coalition tactics

Matching each term to the influence tactic that its description best represents:

a. To influence your boss to give you a raise, you prepared a presentation that showed your productivity and output over the past five years, compared to your coworkers.

Rational persuasion

b. The ASPCA influences consumers to donate by showing heart wrenching commercials that feature animals in shelters.

Inspirational appeals

c. In order to make a decision that will affect your entire team, you discuss the options with several of your team members and seek their input and advice.

Consultation

d. Before asking you to take on a particularly difficult and thankless assignment, your boss spends a few minutes praising all of your recent successes at work.

Ingratiating tactics

e. Your coworker wants you to cover his shift later this week, so he reminds you that the two of you are close and that this is what friends do for one another.

Personal appeals

f. Your boss tells you that if you are willing to work Thanksgiving week without any days off, she will guarantee that you don't have to work during the next major holiday week.

Legitimating tactics

Explanation:

1. Ingratiating tactics: techniques of making oneself more likeable to one's target.  It includes being friendly, helpful, and using praise or flattery.

2. Personal tactics: the techniques used to build a personal brand.

3. Rational persuasion: presenting a logical, well-reasoned explanation of why you believe your idea represents the best option in a particular situation.

4. Inspirational appeals: focusing on values, emotions, and beliefs to gain support for a request or course of action.

5. Personal appeals: Using personal attraction, interestingness, charisma, sexual allure to excite others.

6. Legitimating tactics: These techniques enforce compliance to rules or policies, or use threats based on authority.

7. Consultation: Gaining the participation of others in planning, decision making, and change management.

8. Exchange tactics: These tactics exchange favors.

9. Coalition tactics: Building others' consensus to pursue a course of action.

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