Podcast
Questions and Answers
Which influence tactic is most likely to lead to commitment?
Which influence tactic is most likely to lead to commitment?
- Inspirational appeals (correct)
- Exchange
- Pressure
- Legitimating
What reaction occurs when a target person carries out a requested action with minimal effort and without enthusiasm?
What reaction occurs when a target person carries out a requested action with minimal effort and without enthusiasm?
- Ingratiation
- Resistance
- Commitment
- Compliance (correct)
Which of the following tactics is categorized under Hard Tactics?
Which of the following tactics is categorized under Hard Tactics?
- Consultation
- Pressure (correct)
- Inspirational appeals
- Personal appeals
What is the most likely outcome when using legitimating as an influence tactic?
What is the most likely outcome when using legitimating as an influence tactic?
Which reaction is characterized by opposition to a requested action?
Which reaction is characterized by opposition to a requested action?
Which tactic involves offering assistance to gain support from a target?
Which tactic involves offering assistance to gain support from a target?
What tactic appeals to the values and emotions of the target to gain commitment?
What tactic appeals to the values and emotions of the target to gain commitment?
Which tactic is characterized by using praise and flattery to influence the target?
Which tactic is characterized by using praise and flattery to influence the target?
Which influence tactic seeks to validate the authority of the agent making a request?
Which influence tactic seeks to validate the authority of the agent making a request?
What does the tactic of 'exchange' involve?
What does the tactic of 'exchange' involve?
Which tactic utilizes logical arguments and factual evidence to influence the target?
Which tactic utilizes logical arguments and factual evidence to influence the target?
What approach does the agent take in 'personal appeals'?
What approach does the agent take in 'personal appeals'?
Which tactic involves using persistent reminders to influence the target?
Which tactic involves using persistent reminders to influence the target?
Flashcards
Influence Tactics
Influence Tactics
Strategies used to persuade someone to do something.
Rational Persuasion
Rational Persuasion
Using logic and evidence to show a request is good.
Consultation
Consultation
Involving others in decision-making for their support.
Inspirational Appeals
Inspirational Appeals
Signup and view all the flashcards
Collaboration
Collaboration
Signup and view all the flashcards
Apprising
Apprising
Signup and view all the flashcards
Legitimating Tactics
Legitimating Tactics
Signup and view all the flashcards
Pressure Tactics
Pressure Tactics
Signup and view all the flashcards
Coalition Tactics
Coalition Tactics
Signup and view all the flashcards
Hard Tactics
Hard Tactics
Signup and view all the flashcards
Commitment
Commitment
Signup and view all the flashcards
Resistance
Resistance
Signup and view all the flashcards
Study Notes
Influence Tactics
- Influence is an attempt by one person (agent) to affect another (target).
- Rational Persuasion: Agent uses logic and evidence to show request/proposal is feasible and aligns with objectives.
- Consultation: Agent gets target's input on improvements/planning for a proposed action.
- Inspirational Appeals: Agent appeals to target's values/ideals to evoke emotions and gain commitment.
- Collaboration: Agent offers help/resources to encourage target cooperation.
- Apprising: Agent explains how the request benefits the target personally or advances their career.
- Ingratiation: Agent uses praise/flattery to gain favor and influence target.
- Personal Appeals: Agent asks target to comply based on friendship or personal favour.
- Exchange: Agent offers something the target wants, in return for their cooperation.
Legitimating Tactics
- Agent establishes legitimacy of request by verifying authority.
- Pressure: Agent uses demands, threats, checks, reminders to persuade target.
- Coalition Tactics: Agent enlists others' support to influence the target.
Categories of Influence Tactics
- Rational Persuasion, Hard Tactics, and Soft Tactics are the categories.
- Hard Tactics include Exchange, Legitimating, Pressure.
- Soft Tactics include Consultation, Inspirational appeals, Ingratiation, and Personal Appeals.
Reactions to Influence Tactics
- Commitment: Target agrees with action, is enthusiastic, and takes initiative.
- Compliance: Target does as requested but isn't enthusiastic.
- Resistance: Target opposes requested action, actively avoids it.
Influence Tactics and Outcomes
- Inspirational appeals, Consultation, and Personal appeals most often lead to commitment.
- Legitimating and Exchange most often lead to compliance.
- Pressure, Rational Persuasion, Ingratiation, and Coalition often lead to resistance.
Studying That Suits You
Use AI to generate personalized quizzes and flashcards to suit your learning preferences.
Related Documents
Description
Explore the various influence tactics and legitimating strategies used in interpersonal communication. This quiz will cover methods such as rational persuasion, collaboration, and the importance of authority in making requests. Test your understanding of these psychological concepts to enhance your influence skills.
