WK 4 APPLY Effective Groups and Teams.docx - Linking...

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Linking Influence Tactics with Outcome Influence tactics are used in order to attempt to affect and change behaviors of others. This activity is important because, as a future manager and OB practitioner, you must have a good understanding of these tactics in order to strengthen your chances of success. The goal of this activity is for you to link different influence tactics with various outcomes of the influence process. 1 . Read each description. Match the outcomes with the best-fitting descriptions. Pay close attention—some descriptions might fit more than one outcome, but there is only one way they all combine to be correct. 1. Persuasion 2. Short-lived impacts 3. Commitment 4. Building commitment 5. Accept change 6. Long-term impacts Match each of the options above to the items below. Inspiration: Inspirational appeals are one of the several tactics that might result in this outcome. Inspiration: Inspirational appeals are one of the several tactics that might result in this outcome. 4 Choice 4 of 6 Correct Correct Friendship: Personal appeals are often instrumental in achieving this outcome. Friendship: Personal appeals are often instrumental in achieving this outcome. 3 Choice 3 of 6 Correct Correct Honesty: People who have credibility and are trustworthy are most successful in achieving this outcome. Honesty: People who have credibility and are trustworthy are most successful in achieving this outcome. 1 Choice 1 of 6 Correct Correct Inclusion: Individuals who use consultative strategies are more likely to achieve this outcome.
2 . Read each description. Match the influence tactics with the corresponding descriptions. 1. Legitimating tactics 2. Inspirational appeals 3. Coalition tactics 4. Pressure 5. Personal appeals 6. Exchange 7. Consultation 8. Rational persuasion 9. Ingratiation Match each of the options above to the items below.

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