Influence Tactics

Define Power and Influence

 Power is the ability to bring about change
in one’s psychological environment.
 Influence is the use of power to bring
about change
An influence model for leadership

Leader Behavior Follower

Responses End Result

Power and Commitment

Group effectiveness
Influence ,
Tactics Compliance, Follower Performance

Resistance Follower satisfaction

Situation
Leader
Style
characteristics
Nine influence tactics likely to be
relevant to a manager’s effectiveness
 Rational Persuasion  Personal Appeal
 Inspirational appeal  Coalition
 Consultation  Legitimating
 Ingratiation  Pressure
 Exchange
Definition of Influence tactics
 Rational Persuasion
 Logical arguments and factual evidence
 Expert Power
 Inspirational appeal
 Arouse enthusiasm by appealing to values ideals and
aspirations
 Referent power
 Consultation
 Need your support so will seek your assistance or modify your
proposal to get it.
 Reward, coercive or legitmate
Definition of Influence tactics
 Ingratiation
 Getyou in a good mood before asking you for
something
 Reward Power
 Exchange
 Quidpro Quo
 Reward Power
 Personal Appeal
 Appeals to your feelings of loyalty and friendship
 Referent or Reward Power
Definition of Influence tactics
 Coalition
 Get someone else to persuade you to comply
 Use someone else’s support as reason for you to comply
 Coercive Power
 Legitimating
 Claims to have the authority to get you to do something
 Verifying its in the policy manual, rules or practices and
traditions
 Legitimate Power
 Pressure
 Use demands threats or persistent reminders
 Coercive Power
How is the effectiveness of a tactic
determined?
 Is it consistent with social norms and role
expectations
 Does leader have approprited power base
 Will tactics influence followers’ attitude
 The leader’s skill in using tactic
 How much built in resistance because of
the nature of the request
What tactics are most likely to
change followers’ attitude?
 Tactics that create favorable follower
attitude.
 Consultation, inspirational appeal, rational
persuasion.
 Tactics that result in compliance without
changing attitudes—coercion and
manipulation.
 Pressure, legitimating, some coalition building
Which tactics are most likely to
influence task commitment
 Consultation, inspirational appeal and rational
persuasion moderately effective regardless of
direction
 Pressure, coalition and legitimating usually
ineffective. (used when resistance is anticipated)
 Ingratiation and exchange moderately effective
influencing peers and subordinates and
ineffective with superiors (not good with weak
power bases)
How about perceived management
effectiveness
 Rational Persuasion clearly the best
predictor of effectiveness ratings made by
a manager’s boss