Influence Tactics Essay

Influence Tactics Essay

Length: 1896 words (5.4 double-spaced pages)

Rating: Strong Essays

Open Document

Essay Preview

Rational persuasion has been found to be used in all three directions: upwards, downwards and laterally. (Yukl, & Falbe, 1990) Rational persuasion is used in all directions in organizations because it is relevant in most discussions.
Another contingency affecting the use of rational persuasion is the objective of the influence attempt. (Yukl, Guinan, & Sottolano, 1995) Rational persuasion has been shown to be used most often to procure political support, resources, or approvals.
Rational persuasion has been shown to be flexible and adaptable for the vast majority of situations involving influence. However, it is even more so relevant when attempting to obtain the desired results stated above.
Personality Factors
The use of rational persuasion, as an influence tactic, is also affected by the personality style of the influencer. Managers who score high on conscientiousness will be more likely to adopt upward influence tactics that involve rational persuasion. (Cable, & Judge, 2003) Rational persuasions are consistent with the practical, careful, thorough and organized disposition characterized by conscientious workers.
Along with the direct effects of personality styles there is also an interaction between the personality traits of the influencer and the leadership style of the target superior. An individual that scores high on extraversion, and believes their leader is inspirational will be less likely to employ rational persuasion. Extraversion includes characteristics such as assertiveness, sociability, and energy. (Thoms, Moore, & Scott, 1996) Extraverts differ from some conscientious people, in that they tend to be more people focused rather than task focused. Rational persuasion focuses on the task and the reasoning t...

... middle of paper ...

...nsultation tactics are, for the most part, a positive way to gain commitment of the target. Some peers or superiors, however, will use this tactic in an attempt to bring someone on board of a project simply to place blame on them if it fails.
The two most effective influence tactics are rational persuasion and inspirational appeals. Inspirational appeals are the most effective when used by a superior influencing a subordinate. This type of tactic is unlikely to bring about negative actions by the target. They tend to appeal to the influencers positive emotions of enthusiasm and loyalty. Rational persuasion can be used in upward, lateral, or downward influence, and is a very versatile tactic. It has a low likelihood to cause negative reactions as well. It appeals to the intellectual and rationality side of the target, and doesn’t attack them on a personal level.

Need Writing Help?

Get feedback on grammar, clarity, concision and logic instantly.

Check your paper »

Essay on The Types Of Influence Tactics

- Influence Tactics Just as power is the potential to affect attitudes and behaviors, influence is the driving force behind the prospective change in behavior. Making a great or inspiring speech is one thing; but giving the speech and subsequently obtaining positive results by those who listened and influenced is where the importance of powerful leadership lies. This influence can be from a variety of sources and the influence tactics used by different leaders can vary widely. Additionally, a single leader can use a variety of influence tactics and can use them with different success rates....   [tags: United States, President of the United States]

Strong Essays
1123 words (3.2 pages)

Hick's Influence Tactics Essay

- Hick's Influence Tactics Mr. Hick has attempted in this article “Influence Tactics” to group the various methods people use in influencing others into eight basic clusters. These clusters are 1) reason, 2) coalition, 3) friendliness, 4) bargaining, 5) assertiveness, 6) higher authority, 7) sanctions and 8) symbol management. Although there are hundreds of “methods” people use to get their way, most can fall under the heading of one of these clusters. Reason is considered one of the most popular means of influencing others....   [tags: Essays Papers]

Free Essays
557 words (1.6 pages)

Essay on Lexus' Advertising Tactics

- In today's world of consumerism, there is great competition among businesses to sell their product. It goes without saying that in this complex society exists modern technology that has lead to the development of various media platforms. In turn, these various platforms are used by corporations to advertise their product. On that topic, there are various tools of advertising that corporations implement with their choice of media platform to sell their product more effectively. This paper will analyze the advertising tactics that are present in two poster advertisements, both of Lexus vehicles....   [tags: emotions, influence, poster]

Strong Essays
812 words (2.3 pages)

Organization Socialization Tactics for a Newcomer Staff Member Essay

- Introduction Socialization is a process in which a newcomer adapts the behaviour pattern of the organizations surrounding culture and acquires knowledge and attitudes needed to become an effective insider to an organization (Van Maanen and Schein, 1979) Organization Socialization for a newcomer staff member is very essential as adjustment during initial entry is generally believed the most intense and problematic phase and by the process of socialization a newcomer get in speed with the organization and adapt its environment, it becomes easier for the newcomer to learn organizational values ,norms and resources....   [tags: values, norms, resources, commitment, attitude]

Strong Essays
2491 words (7.1 pages)

Essay on Ethical Tactics vs. Jealousy in Jeanne Lewis' Case

- Ethics tend to be jealous. That is, when one places something before the choice to be ethical, ethical behavior itself is lost completely. One cannot choose to act in a non-ethical manner for an ethical end. Ethics speak instead directly to the actions of individuals. One is either ethical, or one is not. No middle road exists. The purpose of this paper will be to identify and describe ethical tactics used in the Jeanne Lewis case. The writer will also discuss Jeanne Lewis's ethical behavior in light of her decision to work with her employees until she was confident in the strength of her team....   [tags: ethics, Jeanne Lewis, ]

Strong Essays
1070 words (3.1 pages)

Persuasion Tactics Used in Negotiation Essay

- Introduction Hours after watching a vision of Saddam Hussain captured by the US forces, Moammar Gadhafi contacted the US government and pledged to cease its nuclear weapons development in exchange for immunity (USA Today 2011). Amidst the worsening economic turmoil in Europe, IMF chief Christine Lagarde travelled to Beijing to seek financial support from China (Barriaux 2011). Days after the Qantas negotiation dispute ended, Qantas management took out advertisements in newspapers across Australia persuading affected customers to fly with the airline company again (Barlass 2011)....   [tags: Government]

Strong Essays
2034 words (5.8 pages)

Driving Under Influence On High Blood Alcohol Content Essay

- Driving under influence or with high blood alcohol content (BAC) increases the risk of car accidents, vehicular deaths, and more so highway injuries across all age-groups. In fact, an intoxicated driver with relatively higher BAC increases his/her risk of death by up to 380 times in single-vehicle crash (DeMichele, Lowe & Payne, 2014). Drunk driving is often considered as the largest social problem in the modern day society since 40 to 45% of all fatal traffic accidents usually involve drunk drivers....   [tags: Drunk driving, Driving under the influence]

Strong Essays
833 words (2.4 pages)

Advancements in Technology in the Allied Air Forces During World War Two

- Extended Essay Throughout the 20th century, the Allied Air Forces during World War II experienced rapid advancements in technology, mainly with the immense amount of new aircrafts that were being made, as well as the new tactics used. This progress would greatly influence modern day as it pushed for the evolution of the air force, as it pushed the boundaries of what was possible. The Allied Air Forces consisted of the United States Army Air Forces, The Royal Air Force, and the Soviet Air Force, all of which increased in control and power as the war went on, resulting in the vast improvements of aviation, Air power started to become one of the most prominent aspects of the war directly...   [tags: aircrafts, tactics, battles]

Strong Essays
855 words (2.4 pages)

Persuasive Tactics in Marketing Essay

- Table of Contents page <ol> <li value="1">0 Explanation of the two tactics 2 <li value="2">0 The effectiveness of social proof 2 <li value="2">1 Circumstances when effective 3 <li value="2">2 Circumstances when ineffective 4 <li value="2">3 Persuadee when effective 4 <li value="2">4 Persuadee when ineffective 5 <li value="2">5 Persuader when effective 5 <li value="2">6 Persuader when ineffective 6 <li value="2">7 Conclusion of Social Proof 7 <li value="3">0 The effectiveness of scarcity 7 <li value="3">1 Circumstances when effective 7 <li value="3">2 Circumstances when ineffective 8 <li val...   [tags: Marketing]

Strong Essays
2400 words (6.9 pages)

How to Win Friends and Influence People - A Personal Analysis Essay

- How to Win Friends and Influence People - A Personal Analysis “The more you get out of this book, the more you’ll get out of life.” This is the claim that Dale Carnegie makes in reference to his book, How to Win Friends and Influence People. Carnegie proposes that there are four main ideas that one should use when dealing with people: 1) Know how to handle people, 2) Make people like you, 3) Win people to their way of thinking, and 4) Be a leader. These skills are essential not only in being a good manager, but also in dealing with people in day to day life....   [tags: Win Friends Influence People Essays]

Strong Essays
2463 words (7 pages)