MGT 312 Week 4 Apply Assignment.docx - Linking Influence...

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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. 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. Accept change 2. Short-lived impacts 3. Commitment 4. Building commitment 5. Persuasion 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. 4 Friendship: Personal appeals are often instrumental in achieving this outcome. 3 Honesty: People who have credibility and are trustworthy are most successful in achieving this outcome. 5 Inclusion: Individuals who use consultative strategies are more likely to achieve this outcome. 1 Schmoozing: Ingratiation works and may be characterized this way. 2 Subtlety: Subtle forms of ingratiation may be characterized this way. 6 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. 1. Personal appeals 2. Pressure 3. Exchange 4. Rational persuasion 5. Consultation 6. Inspirational appeals 7. Legitimating tactics
9. Coalition tactics Match each of the options above to the items below To influence your prospective client, you created a highly professional PowerPoint presentation including many graphs and figures. 4 Politicians attempts to influence voters in many ways, including trying to appeal to their values. 6 Your boss periodically asks you and your colleagues for your input on projects for which your department is responsible. However, he always retains decision-making authority and ultimately decides what he thinks is best. 5 Many business deals are done over dinner, drinks, golf, or other social events. 8 We often ask favors of our friends. 1 Employees routinely swap shifts to accommodate their commitments outside of work.

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