Indicator-Influence

get wired for
prosperity
© 2013
YOUR MARKET
FORCE STYLE
INFLUENCE

2aprioriinternational.com © 2013
Your Indicator result:
INFLUENCE
Your raw score:
Control
Influence
Power
Authority
Tiebreaker
As with any business performance indicator, compare the result against your own experience.
No style should be interpreted as better or worse than another; the key to success is to
understand each style’s assets and liabilities and how they work in context with others.
GENERAL
Your Style Indicator suggests that you tend to be an enthusiastic and talkative individual,
ultimately focused on creating relationships with others. You tend to move quickly, which
can be both a strength and weakness in your business performance. When moving too fast,
you may miss details. When speed is required, you don’t tend to mind the chaos.
STRENGTHS IN BUSINESS
Good at starting new projects
Creating new relationships
Courage to try when others won’t
WEAKNESSES IN BUSINESS
May under-deliver on promises
Can become restless too quickly
May need lots of acknowledgement
YOUR PET PEEVES
People who move too slowly
Too much talk, not enough action
Slow drivers
YOUR MARKET FORCE
STYLE INDICATOR RESULTS
STYLE OVERVIEW
Indicator prepared for:
STYLE
Eric Atchley
April 17, 2013
2
9
6
3
N/A

We have determined your style using two test-making methodologies:
1. Each question offers a choice between just two styles. The goal is to achieve a
more authentic answer set by limiting pattern thinking, which can occur if each
question offers four answer options corresponding to the four Market Force
styles. As a result, some questions may have felt strange to you because your
style was not in the answer set. That’s OK—the purpose of the dual-answer
questions is to help you answer from a perspective of “who I really am” rather
than “what I want to be.”
2. There are 20 core questions and subsequent tiebreaker questions only in
the event of a tie in your raw score. Otherwise, the tiebreaker answers are
completely disregarded for purposes of calculating your raw score, which
explains why your score numbers adds up only to the number 20.
Although this indicator suggests your style, we all have attributes of all the styles,
and you will likely identify with several attributes of your colleagues. However, your
dominant style becomes more pronounced when you are under pressure, whether
real (life or death) or perceived (threat of humiliation). Consider how you responded
to high-pressure situations and compare your experiences to this indicator—is it
consistent with your behavior?
The intention of the Style Indicator is not to pigeonhole people. This type of blatant
reductionism can be very offensive. Instead, the goal is to provide insight into certain
attributes, strengths and weaknesses that can help you improve your business
performance and better connect with those around you.
ABOUT THE MARKET FORCE STYLE INDICATOR
THE METHODOLOGY
“In a world where less is often more, understanding the
Market Force Styles has helped us produce more with
less (effort). The bottom line is they have taught us to
better coordinate action and drive results.”
— Michael, company president

Our lives are shaped by our concerns. Some of our concerns are spoken out loud, but
many are not. Market Force styles gets to the heart of these unspoken concerns to
enhance business interactions and accelerate performance among teams.
These unspoken concerns relate to certain primary fears all people have when
under pressure, which determine how people perceive themselves and others.
However, many people assume that others view things the same way as they do,
and therefore lack an appreciation for other perspectives. They are often surprised
when their attempts to coordinate with others are unsuccessful, and even more
surprised to find out that someone else’s story about why things didn’t work is
different than theirs.
If we can gain insight into our own and other peoples’ unspoken concerns, we will
build more powerful and mutually beneficial relationships with those around us. We
have identified four business performance styles and their related concerns:
CONTROL – THE DIRECTOR
Concerned for certainty and the direction they intend for the future.
INFLUENCE – THE FACILITATOR
Concerned for freedom, flexibility and relationships right now.
POWER – THE BUILDER
Concerned for stability and producing results in the near term.
AUTHORITY – THE ANALYZER
Concerned for security and making the best decisions possible.
Insight alone is only the beginning. Practicing new action is necessary for real
change to take place. This report provides insight for you about your natural style, as
well as a bit about others, but what happens next is up to you.
WHY LEARN YOUR MARKET FORCE STYLE?
BUILD MORE POWERFUL
RELATIONSHIPS
“Of all the training I have done during my nearly 35-year career, Market
Force has had the greatest impact on my success in both sales and
management. I employ Market Force principles on a daily basis and they have
completely changed my approach to business development and execution.”
— Jim, Managing Director

INFLUENCE—“THE FACILITATOR”
Influences are often characterized as free spirits, ultimately focused on producing
professional friendships.
You tend to be enthusiastic, talkative and empathic, often times putting the needs of others
above your own. You usually have a positive attitude toward people and are outgoing,
persuasive and friendly. Most people say that you are easy to get to know and easy to be
around, though sometimes you overlook the details and forget to follow through. You may
find that you sometimes cut corners in order to stay ahead of others due to your competitive
nature, which can be both a strength and a weakness.
Natural Viewpoints:
Time Frame: Moment to Moment – how can we move forward right now?
Virtue: Valor – let’s get moving before we lose our advantage.
Think or Act First: Act first, think second.
Motivated by: Producing professional friendships and being acknowledged.
YOUR COMMUNICATION STYLE
Your communication style tends to be animated, spontaneous and fast-paced.
You prefer to fly by the seat of your pants as opposed to doing a ton of research before
a meeting, believing you will be able to charm the other person in the moment. You
also prefer working with other people over working by yourself on projects because
connecting with other people is a key part of your satisfaction at work. You may often
wear your feelings on your sleeves and embellish to make a point, both of which can lead
the other styles to assess you as too talkative.
Descriptives:
ABOUT YOUR MARKET FORCE STYLE
“In my experience, Market Force is unmatched by
other applications. These tools create a competitive
advantage for those who study and use them.”
— Craig, Chief Knowledge Officer
Adaptable
Upbeat
Energetic
Interpersonal
Perceptive
Open-Minded
Competitive
Playful
Charming
Provocative
Opportunistic
Scattered
Spontaneous
Independent
Friendly
Daring
Fun
Curious

YOUR BUSINESS STRENGTHS
People of your style are exceptionally capable of creating new relationships, even if they
don’t do so through conventional means such as cold-calling. Your natural propensity
in business tends to be to value relationships over anything else, and others can feel
this sincerity and like it. You also tend to be competitive and undeterred by high-risk
situations. At your best, you are able to rally the troops and get others excited to try
things they might not otherwise attempt.
YOUR BUSINESS WEAKNESSES
Your style can be undisciplined with time and often may find it hard to follow through
on commitments. Under pressure, you might deteriorate into endless chatter and even
become a distraction to others as you scatter your energy and leave many projects
unfinished. If not careful, you may forget to push potential projects into deals because
doing so could impact the relationship in your mind. Finally, since others tend to take
cues from your mood about a project, if you are in a bad mood it can often derail all of
the other styles.
OPTIMAL APPROACH TO WORKING WITH YOU
You would typically prefer that others plan a bit of extra time to communicate first on
the relationship, then get down to business. Meetings preferably take place in a casual
environment. You like it when the agenda is flexible and others ask a lot of questions
because you tend to learn through speaking. Also, you like communication where everyone
expresses feelings and has fun. You like a faster pace, one that feels more spontaneous and
stimulating. Finally, you don’t like being told what to do or being assigned repetitive tasks.
“What makes Market Force different is how easy it is to come up
with solutions and apply them. I have followed some of the advice
and gotten immediate results, which I find amazing.”
— Natalia, Regional Director
Look to Leverage:
Ability to get others excited to try
new projects or ideas
Ability to create new relationships
that help the business grow
Willingness to move quickly in chaos
when others my tense up or want
more information
Be Careful:
Moving so quickly that you overlook the
details or leave others behind
Becoming moody if you feel you are not
being acknowledged
Prioritizing relationships so highly that
you never move the relationship forward
and produce business results
Blind Spot: Structure and Follow Through

HOW YOUR STYLE TENDS TO RELATE TO OTHERS
Your style is typically viewed by others as intuitive and likeable, often seen as the
friendliest person on the team. The other styles rely on you to get projects initiated
because of your ability to infuse enthusiasm into a group. When you are performing at
your highest and best use for your team, you are not only getting projects started, but
also bringing enough discipline to make sure your projects are being completed, even if
done so by others. And, as a fast-moving individual, you may find that others feel a little
nervous around you at meetings because you appear restless. A team without you may
tend to struggle with creating new relationships in the marketplace, which can be the
lifeblood of an organization’s success.
COMMON STRUGGLE WITH OTHER INFLUENCES:
You tend to engage in fun and friendly competitions with other Influences,
sometimes to the detriment of producing a tangible result. In a worst-case scenario,
the friendly competition becomes a battle for recognition from the other styles and
completely pulls you off-track with the most important projects you are attempting
to accomplish.
COMMON STRUGGLE WITH CONTROLS:
You may struggle with how Controls tell you what to do, especially as it relates to
developing your idea further before you start getting others excited. Their approach
is to be more like a director than you often feel comfortable with, meaning that if you
are in charge of a team or a project you might attempt to exclude any Controls from
your team.
COMMON STRUGGLE WITH POWERS:
You may feel as though Powers are too structured and too regimented in their
approach to projects. Since your primary focus tends to be speed and the
relationships, you may worry that such an approach will stifle the relationship and
deflate the mood of a project. Powers do tend to work off of lists, which is something
that can feel very foreign to you.
COMMON STRUGGLE WITH AUTHORITIES:
You may often find yourself wondering why Authorities need so much data and take
so long to make decisions. Keep in mind that your perspective compared to that of
an Authority is typically the exact opposite—you tend to feel uncomfortable when
things slow down while Authorities tend to feel uncomfortable when things are
moving too quickly.

CONTROL: THE “DIRECTOR”
Controls are typically one of the more forward leaning styles, meaning that they like
the proposition of designing how we will approach things from a high level perspective.
They typically leave a lasting impression on others, one that can inspire others to want
to join them in accomplishing a new future. Their insight into the future can also provide
direction, especially as the other styles learn to listen without taking their “shoulds” too
personally.
Theme: Notice my accomplishments. I measure my worth by the results of my ideas.
Sign on desk: Do it now!
Pet peeve: Stupid people.
Descriptives: Cavalier, logical, focused, driven, purposeful, decisive, commanding,
willful, self-controlled, independent, dominant, blunt, aggressive,
businesslike, structured, inventive, conceptual, ingenious, and principled.
POWER: THE “BUILDER”
Powers are consistent. They take on things and will work forever to get them finished.
This endurance is a tremendous benefit to a team because it pulls people alongside them
who want to make sure things get accomplished. Powers typically become the glue in a
relationship—staying in touch, keeping tabs, etc. And, if there is inequality in a team’s
design, Powers will be distraught. They may need some coaxing to say so out loud, but
the other styles will feel it in their attitude.
Theme: Notice my abilities and effort. I measure my worth by how much
attention I get from others.
Sign on desk: My office is your office.
Pet peeve: Rude and/or abusive people.
Descriptives: Engaging, likeable, responsible, amenable, supportive, inclusive,
accepting, considerate, amiable, reliable, steady, feeling, loyal, pleasant,
compatible, consistent, harmonious, compassionate, devoted,
sympathetic, and fair.
AUTHORITY: THE “ANALYZER”
Authorities tend to be all about quality control. They see imperfections and areas where
we can do better all over the place, and their attention to detail is typically unmatched
by the other styles. Once they learn how to jump into situations when things are not
working with an attitude for helping, rather than proving others wrong, Authorities
become invaluable team members. To win in the long run, teams need to have a plan for
resources, something that comes naturally to Authorities.
Theme: Notice my efficiency. My personal worth is measured by precision,
accuracy and progress.
Sign on desk: Put it in writing!
Pet peeve: Inefficiency.
Descriptives: Prudent, confrontational, precise, conservative, methodical,
introspective, pensive, structured, organized, perfectionist, persistent,
systematic, thorough, prepared, deliberate, formal, functional, credible,
accurate, procedural, traditional, and conventional.
ABOUT THE OTHER MARKET FORCE STYLES

ABOUT THE OTHER MARKET FORCE STYLES
“What lies behind us and what lies before us
are tiny matters compared to what lies within us.”
— Walt Emerson
Description Control Influence Power Authority
Position As Director Facilitator Builder Analyzer
How They Speak Calculating Animated Emotional/Gregarious Precisely
Conversational Pace Thoughtful Fast and Scattered Busy and Harried Methodical and Deliberate
Body Language Pensive Restless Affable Withdrawn
Hand Gestures Measured Open Embracing Closed
Viewpoint The Future Right Now Next 90 Days History
Talk About Big Picture Relationships Achievements Efficiencies
Seeking Understanding Challenges Structure and Process The Standards
Make Decisions Decisively Impulsively Accommodating of Others
Hesitantly
(Process of Elimination)

This initial report provides value for you through insight into your own style and
your colleagues’ and clients’ styles. However, there is always more you can do from a
personal, team or company development standpoint. Here are some possibilities:
Like apriori on Facebook at www.facebook.com/AprioriInternational for an easy way to
get connected with others in the Market Force community. We provide links to articles,
quizzes on styles, and much more!
Download the Market Force Mobile App. Available on your iPhone, iPad or iPod, the
Market Force App is a great way to learn more about how to work with the other styles.
Attend a Market Force Styles Workshop or Seminar. apriori offers half- and full-day
intensive workshops for individuals or customized for your team or company. Visit our
website at www.aprioriinternational.com for more information.
Pursue Personal or Team Coaching. If you and/or your team is committed to learning
how to incorporate Market Force styles into your business plan, personal or team
coaching can accelerate your business. From cultural development to sales training to
the design of accountabilities, apriori can assist you in achieving the next level of growth
and prosperity.
ABOUT APRIORI INTERNATIONAL
apriori International is committed to providing its already successful clients with
access to greater success. Our company has provided training and resources worldwide
to clients in more than 20 industries, both the private and public sectors, and for
organizations in all phases of growth and maturity.
apriori specializes in delivering Market Force, a business execution system with tools
that assist individuals and teams with the following four areas of business:
1. Compass Setting. Clarify future intentions and establish a clearer picture of the future to
create opportunity for a more coordinated effort.
2. Relationship Building. Cultivate more meaningful relationships: increase individuals’
abilities to play to their personal strengths more completely; teams learn to leverage those
strengths such that the team performs better and in a more unified manner; and then the
team focuses more on identifying and addressing the needs of clients.
3. Work Flow Efficiency. Gain tangible tools to increase the speed and quality of work flow
among team members, allowing for greater output of results in less time and with less
stress and effort.
4. Overcoming Adversity. Learn a methodology for working through adversity, ensuring
that individuals and teams are prepared to handle the inevitable breakdowns that occur
during business performance.
NEXT STEPS
“The feedback from my team regarding Market Force styles was
that the training was not just theory, but actually had tactics that
could be used the minute we walked out of the door.”
— David, Managing Director

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