Persuasion

Question 1

The correct Organizational Culture is a

Answer 1

powerful force that can define the success of an organization’s performance (Chatman et al., 2003)

Question 2

Over time, both

Answer 2

internal and external factors will mean that a change in organizational culture is likely required to keep performance high

Question 3

The evidence to date suggests that context

Answer 3

has to be perceived as crucial element which affects the progress and form of organisational change. Thus, understanding the impact of context is crucial.

Question 4

Implementing change will require persuasion for which there are six fundamental principles;

Answer 4

Liking, Reciprocity, Social Proof, Consistency, Authority and Scarcity (Cialdini, 2001). These principles of persuasion can be applied to social and managerial strategies to successfully implement change.

Question 5

A leader can bring about change through social strategies of persuasion such as implementing

Answer 5

Liking, Reciprocity and Social Proof

Question 6

Liking

Answer 6

here, forms the basis by which change can occur. People like those who like them and liking breeds trust. Liking can be established through creating common ground and giving praise. This in turn will create compliance.

Question 7

Once trust has been formed, the leader will need to bring about the correct

Answer 7

Reciprocity.

Question 8

Reciprocity.

Answer 8

A desired behaviour in an organization’s culture starts from the top. When attempting to create an environment of mutual help, the leader will need to begin helping others first.

Question 9

Social Proof

Answer 9

employees in an organization will act in accordance with their leaders. Since humans are social creatures, much of behaviour is dictated by analysing existing social cues.

Question 10

Change can also be induced through managerial strategies of persuasion including establishing

Answer 10

Consistency, Authority and Scarcity

Question 11

Consistency involves

Answer 11

aligning individuals to clear commitments by making them active, public and voluntary. In practice, this could involve written statements of agreed commitments. Mutual agreement is important to creating consistency as negative pressure to gain compliance will not motivate employees to complete the given task as it is important that employees feel they have authority over their work (Herzberg, 1968).

Question 12

Authority

Answer 12

employees need to feel that their leaders have authority. Experience is not automatically recognised or appreciated. Thus, executives should establish their own expertise before they attempt to exert influence. This can be achieved through anecdotes, describing one’s experience and enlightening other of one’s background

Question 13

Scarcity

Answer 13

Leaders need to establish scarcity to create impactful change. This can be employed by using exclusive information to explain what stands to be gained through the action of others.

Question 14

Persuasion campaign paper was

Answer 14

Gavin et al., (2005) highlight the use of persuasion in a campaign for change

Question 15

What did Levy do in his persuassion campaign?

Answer 15

1. Set stage for acceptance - authority with directors
2. Common ground and scarcity - first memo
3. Consistency - reciprocity - asking for suggestions - respond to 300 - make FAQ
4. Social proof - denounced individuals that didn’t follow his protocol