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

Power and Influence Tactics

Commitment, Compliance,

Resistance

Group effectiveness

Follower Performance

Follower satisfaction

Leader Behavior Follower Responses End Result

Leader characteristics Style

Situation

Nine influence tactics likely to be relevant to a manager’s effectiveness

Rational Persuasion Inspirational appeal Consultation Ingratiation Exchange

Personal Appeal Coalition Legitimating Pressure

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 Get you in a good mood before asking you for

something Reward Power

Exchange Quid pro 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