10.4: Effectiveness of various forms of influence tactics

Question 1

What is influencing without authority?

Answer 1

It is the ability to get positive outcomes through others when you lack direct or legitimate authority.

Question 2

What are the three possible reactions to influence tactics?

Answer 2

Resistance, compliance, and commitment.

Question 3

What is resistance in the context of influence tactics?

Answer 3

The target opposes the request and avoids doing what is asked, even if they appear agreeable outwardly.

Question 4

What is compliance in the context of influence tactics?

Answer 4

The target agrees to do what is asked but does so without enthusiasm, completing only the minimum required.

Question 5

What is commitment in the context of influence tactics?

Answer 5

The target fully agrees with the request, carrying it out with energy and engagement, often doing more than required.

Question 6

What is rational persuasion?

Answer 6

Using logical arguments and facts to convince someone that the request will lead to beneficial outcomes.

Question 7

What is pressure as an influence tactic?

Answer 7

Using demands, threats, or subtle forms of coercion to gain compliance.

Question 8

What is personal appeal?

Answer 8

Leveraging loyalty or friendship to convince someone to do something.

Question 9

What is exchange as an influence tactic?

Answer 9

Offering something of value in return for cooperation.

Question 10

What is ingratiation?

Answer 10

Using praise or flattery to put someone in a good mood before making a request.

Question 11

What is coalition as an influence tactic?

Answer 11

Seeking help or support from others to persuade someone to agree.

Question 12

What is legitimizing as an influence tactic?

Answer 12

Establishing the legitimacy of a request by linking it to authority or norms.

Question 13

What is consultation as an influence tactic?

Answer 13

Inviting others to participate in planning or decisions to gain their buy-in.

Question 14

What is inspirational appeal?

Answer 14

Arousing enthusiasm by appealing to values, ideals, or aspirations.

Question 15

What is apprising?

Answer 15

Explaining how fulfilling a request benefits the individual personally.

Question 16

What is collaboration as an influence tactic?

Answer 16

Offering to assist with a task or effort to encourage cooperation.

Question 17

What are soft tactics?

Answer 17

Influence methods like collaboration, consultation, and inspirational appeals that rely on referent or expert power.

Question 18

What are hard tactics?

Answer 18

Methods like pressure, coalition, and legitimizing that rely on authority or coercive power.

Question 19

Why are soft tactics generally more effective?

Answer 19

They evoke emotions, build relationships, and foster commitment.

Question 20

What is the most commonly used influence tactic?

Answer 20

Rational persuasion, though it is not always the most effective.

Question 21

How can combining influence tactics improve effectiveness?

Answer 21

Using multiple tactics, such as consultation and inspiration, increases the likelihood of gaining commitment.

Question 22

What are the four categories of political skill behaviors?

Answer 22

Networking ability, apparent sincerity, social astuteness, and interpersonal influence.

Question 23

What does networking ability entail?

Answer 23

Building connections and calling on a network for support.

Question 24

What does apparent sincerity involve?

Answer 24

Appearing genuine and showing genuine interest in others.

Question 25

What is social astuteness?

Answer 25

Understanding the motivations and feelings of others.

Question 26

What is interpersonal influence?

Answer 26

Developing good relationships and making others feel at ease.