OB Lecture Ch13 RE-POST-1

OB Lecture Ch13 RE-POST-1 - Influence Tactics, Empowerment,...

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Click to edit Master subtitle style Influence Tactics, Empowerment, and MGT 3101 Organizational Behavior
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Nine Generic Influence Tactics Rational persuasion Inspirational appeals Consultation Ingratiation Personal appeals Exchange Coalition tactics Pressure Legitimating tactics
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Three Influence Outcomes 1. Commitment – substantial agreement followed by initiative and persistence in pursuit of common goals 2. Compliance – reluctant agreement requiring subsequent prodding to satisfy minimum requirements 3. Resistance – stalling, unproductive 313-3
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Practical Research Insights Commitment is more likely… when people rely on consultation , rational persuasion , and inspirational appeals when people do not rely on pressure and coalition tactics Ingratiation (making the boss feel good) can slightly improve your performance appraisal results 413-4
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Practical Research Insights Commitment is more likely when the influence attempt involves
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This note was uploaded on 01/25/2011 for the course MGT 3101 taught by Professor B during the Spring '10 term at Georgia Institute of Technology.

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OB Lecture Ch13 RE-POST-1 - Influence Tactics, Empowerment,...

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