1. Influence Tactics

2. Define Power and Influence
Power is the ability to bring about change
in one’s psychological environment.
 Influence is the use of power to bring
about change


3. An influence model for leadership
Follower
Responses
Leader Behavior
Power and
Influence
Tactics
Commitment
,
Compliance,
Resistance
Situation
Leader
characteristics
Style
End Result
Group effectiveness
Follower Performance
Follower satisfaction

4. Nine influence tactics likely to be
relevant to a manager’s effectiveness





Rational Persuasion
Inspirational appeal
Consultation
Ingratiation
Exchange




Personal Appeal
Coalition
Legitimating
Pressure

5. Definition of Influence tactics

Rational Persuasion



Inspirational appeal



Logical arguments and factual evidence
Expert Power
Arouse enthusiasm by appealing to values ideals and
aspirations
Referent power
Consultation


Need your support so will seek your assistance or modify your
proposal to get it.
Reward, coercive or legitmate

6. Definition of Influence tactics

Ingratiation
 Get
you in a good mood before asking you for
something
 Reward Power

Exchange
 Quid
pro Quo
 Reward Power

Personal Appeal
 Appeals
to your feelings of loyalty and friendship
 Referent or Reward Power

7. Definition of Influence tactics

Coalition




Legitimating




Get someone else to persuade you to comply
Use someone else’s support as reason for you to comply
Coercive Power
Claims to have the authority to get you to do something
Verifying its in the policy manual, rules or practices and
traditions
Legitimate Power
Pressure


Use demands threats or persistent reminders
Coercive Power

8. How is the effectiveness of a tactic
determined?
Is it consistent with social norms and role
expectations
 Does leader have approprited power base
 Will tactics influence followers’ attitude
 The leader’s skill in using tactic
 How much built in resistance because of
the nature of the request


9. What tactics are most likely to
change followers’ attitude?

Tactics that create favorable follower
attitude.
 Consultation,
persuasion.

inspirational appeal, rational
Tactics that result in compliance without
changing attitudes—coercion and
manipulation.
 Pressure,
legitimating, some coalition building

10. Which tactics are most likely to
influence task commitment



Consultation, inspirational appeal and rational
persuasion moderately effective regardless of
direction
Pressure, coalition and legitimating usually
ineffective. (used when resistance is anticipated)
Ingratiation and exchange moderately effective
influencing peers and subordinates and
ineffective with superiors (not good with weak
power bases)

11. How about perceived management
effectiveness

Rational Persuasion clearly the best
predictor of effectiveness ratings made by
a manager’s boss