Question

A high-ranking manager interviewed six current employees for a promotion. Candidates responded with the following final statements at the end of the interview. Match each candidate's approach with the upward influence tactic it most clearly illustrates. Some choices will not be used. a. ingratiation b. upward appeal c. coalition formation d. rationality e. exchange f. assertiveness g. image building h. building coalitions 31. “I've always looked up to your leadership. Regardless of who gets this promotion, I know that as long as you stay at the helm, this department will be successful.” 32. “I personally wrote the software that will be used, and whoever gets this position will need to manage it, so I'd be the most likely candidate to complete projects quickly and without errors.” 33. “I talked to other members of the marketing department earlier, and they were really excited about the prospect of having me in this role. I think they really support my candidacy." 34. “If you give me this promotion, I will volunteer to be on any special projects you're working on this year.” 35. “I know I'm the best, and you know I'm the best. Give me the promotion. Please!" 36. One candidate said nothing as he left, and then went to the manager's supervisor and asked him to influence the manager's decision.

Answer 1

31. Ingratiation

It is a psychological technique in which an individual attempts to influence another person by becoming more likeable to their target.

32. Rationality

In it an individual tries to convince someone with reason, logic or facts.

33. Coalition formation

It refers to a group of individuals working together towards a common goal to influence others. It also includes getting others to support your efforts to persuade someone.

34. Exchange

A tactic that suggests that making express or implied promises and trading favor.

35. Image building

An individual tries to control others’ impression on him.

36. Upward appeal

A type of influence tactic in which someone with higher authority is called upon to support the influencer’s position.