Organizational Behavior

Nine Influence Tactics

The nine influence tactics are:
o Legitimacy
o Rational persuasion
o Inspirational appeals
o Consultation
o Exchange
o Personal appeals
o Ingratiating
o Pressure
o Coalitions
Legitimacy – Relying on your authority position or saying a request accords with organizational
policies or rules.
Making legitimate requests is an effective influence tactic because most workers
are willing to comply with regulations.

Rational persuasion – Presenting logical arguments and factual evidence to demonstrate a

request is reasonable.
Manager does require assertiveness and research to make this an effective
tactic

Inspirational Appeals – Developing emotional commitment by appealing to a target’s values,

needs, hopes, and aspirations.
Such an appeal is reinforced by an emotional display.

Consultation - Increasing support by involving the target in deciding how to accomplish your
plan.
Exchange – Rewarding the target with benefits or favors in exchange for acceding to a request.

Personal appeals – Asking for compliance based on friendship or loyalty.

Ingratiation – Using flattery, praise, or friendly behavior prior to making a request.

Pressure – Using warnings, repeated demands, and threats.

Coalitions – Enlisting the aid or support of others to persuade the target to agree.