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.
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.
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.
Friendship: Personal appeals are often instrumental in achieving this outcome.
Honesty: People who have credibility and are trustworthy are most successful in achieving this outcome.
Inclusion: Individuals who use consultative strategies are more likely to achieve this outcome.
Schmoozing: Ingratiation works and may be characterized this way.
Subtlety: Subtle forms of ingratiation may be characterized this way.
Nine Generic Influence Tactics
A large measure of interpersonal interaction involves attempts to influence others, including parents, bosses, coworkers, spouses,
children, teachers, friends, and customers. Researchers developed a useful body of research that generated nine influence
tactics. This activity is important because managers need to understand both how they influence and are influenced by others.
The goal of this activity is for you to demonstrate your knowledge of the nine influence tactics.
Read each description. Match the influence tactics with the corresponding descriptions.