BACHELOR OF BUSINESS (HONS) LEARNING

SIMPLIFIED (BBUSLS)
AUGUST 2023

MGT4236E
LEADERSHIP IN ORGANIZATION
INDIVIDUAL ASSIGNMENT - SOURCES OF
POWER AND THE 09 INFLUENCING TACTICS

STUDENT NAME: ELIANA BINTI ABD FATTAH

LECTURER NAME: DR GANESH RAMASAMY
MATRICULATION NUMBER: i21020552
E-MAIL: i21020552@student.newinti.edu.my
 TABLE OF CONTENTS

No. Description Page Number

1.0 Introduction: Classifying 09 Influence Tactics Derive 3-4
from Power Sources
1.1 Rational Persuasion
1.2 Consultation
1.3 Collaboration
1.4 Ingratiation
1.5 Personal Appeal
1.6 Exchange
1.7 Coalition Building
1.8 Pressure
1.9 Legitimating
2.0 Analysis on the problems about the case from Jessica’s 4-5
perspective
2.1 Sources of Power
2.1.1 Expert Power
2.1.2 Reward Power
2.1.3 Coercive Power
2.1.4 Referent Power
2.2 Influencing Tactics
2.2.1 Rational Persuasion
2.2.2 Consultation
2.2.3 Inspirational Appeal
2.2.4 Collaboration
2.2.5 Positive Reinforcement
2.2.6 Building Trust
3.0 Analysis on the problems about the case from Geraldine’s 5-6
perspective
3.1 Lack of Recognition
3.2 Fear of Change
3.3 Perceived Threat to Job
3.4 Lack of Involvement and Communication

4.0 Suggestion of motivation using any influencing tactics 6-7

with justification.
4.1 Expert Power
4.2 Reward Power
4.3 Collaboration
4.4 Ingratiation
4.5 Consultation
4.6 Informational Power
4.7 Assertiveness
4.8 Personal Appeal
4.9 Legitimating
5.0 Conclusion 7
6.0 References 8
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1.0 Introduction to 9 Influencing Tactics

Influence tactics are strategies used to persuade and motivate others to take a desired course of
action. There are nine commonly recognized influencing tactics that individuals can use to
influence others. These tactics can be categorized into three main groups: rational persuasion,
consultation, and collaboration.

1.1 Rational Persuasion: This tactic involves using logical arguments, facts, and evidence to
convince others of the benefits and feasibility of a particular course of action. It is important to
present a compelling case and address any potential concerns or objections.

1.2 Consultation: Consultation involves seeking input and involvement from others in the
decision-making process. By involving others and valuing their opinions, individuals can gain
their support and commitment to the proposed action.

1.3 Collaboration: Collaboration tactics focus on building relationships and finding common
ground with others. This includes building alliances, seeking support from influential
individuals, and fostering a sense of teamwork and cooperation.

1.4 Ingratiation: Ingratiation involves using flattery, praise, and compliments to win others over
and gain their favor. It is important to be sincere and genuine in these efforts to build trust and
rapport.

1.5 Personal Appeal: Personal appeal tactics involve appealing to others' emotions, personal
interests, or sense of loyalty. This can include highlighting how the proposed action aligns with
their values or goals, or emphasizing the potential benefits they will personally gain.

1.6 Exchange: Exchange tactics involve offering something in return for cooperation or
support. This can include offering assistance, resources, or favors in exchange for the desired
action.

1.7 Coalition Building: Coalition building tactics involve enlisting the support of others who
have influence or power over the target individual. By forming alliances and gaining the
backing of influential individuals or groups, individuals can increase their persuasive power.

1.8 Pressure: Pressure tactics involve using threats, deadlines, or other forms of coercion to
compel others to comply with the desired action. However, it is important to use these tactics
sparingly and with caution, as they can damage relationships and create resistance.

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1.9 Legitimating: Legitimating tactics involve appealing to rules, policies, or authority to
justify the desired action. By demonstrating that the proposed action is consistent with
established norms or guidelines, individuals can increase their credibility and legitimacy.

These influencing tactics can be used in combination or individually, depending on the specific
situation and the individuals involved. It is important to choose the most appropriate tactics
based on the target individual's preferences, motivations, and the context of the situation.

2.0 Analysis of the problems from Jessica’s Perspective

2.1 Sources of Power

Jessica can leverage different sources of power to influence and motivate Geraldine to
cooperate and increase her performance. These sources of power include:

2.1.1 Expert Power: Jessica can highlight her expertise in digital marketing and online course
development to gain credibility and influence over Geraldine.

2.1.2 Reward Power: Jessica can offer incentives or rewards to Geraldine for her cooperation
and improved performance, such as recognition, bonuses, or career advancement opportunities.

2.1.3 Coercive Power: Jessica can use her authority as the project lead to set expectations and
consequences for non-cooperation, such as reassignment or disciplinary actions.

2.1.4 Referent Power: Jessica can build a positive relationship with Geraldine by showing
respect, empathy, and support, which can increase Geraldine's willingness to cooperate.

2.2 Influencing Tactics

Jessica can employ various influencing tactics to encourage and motivate Geraldine to
cooperate and increase her performance. These tactics include:

2.2.1 Rational Persuasion: Jessica can present logical arguments and evidence to convince
Geraldine of the importance and benefits of the project's success.

2.2.2 Consultation: Jessica can involve Geraldine in the decision-making process and seek her
input and suggestions to increase her sense of ownership and commitment to the project.

2.2.3 Inspirational Appeal: Jessica can inspire Geraldine by appealing to her values,
aspirations, and the meaningful impact the project can have on students' education and the

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university's reputation.

2.2.4 Collaboration: Jessica can foster a collaborative environment where Geraldine feels
valued and included, encouraging her to contribute her expertise and ideas to the project.

2.2.5 Positive Reinforcement: Jessica can provide positive feedback, recognition, and rewards
for Geraldine's cooperation and performance improvements to reinforce desired behaviours.

2.2.6 Building Trust: Jessica can establish trust with Geraldine by being transparent, reliable,
and consistent in her communication and actions, creating a foundation for cooperation and
motivation.

By strategically utilizing these sources of power and influencing tactics, Jessica can create a
conducive environment for Geraldine to cooperate, increase her performance, and ensure the
success of the online degree course project in digital marketing.

3.0 - Analysis of the problems from Geraldine’s Perspective

Citibank in the 1990s provides an example of systematic use of developmental assignments

(Clark & Lyness, 1991). The development of interpersonal and strategic abilities was deemed
crucial for preparing managers for senior executive positions. Two types of three- to four-year
assignments were awarded to managers with exceptional potential. One assignment presented
a significant strategic challenge, while the other presents serious people-management issues.
Geraldine Smith, a specialist in online course building with nearly 30 years of experience, is a
non-cooperative employee who poses a threat to Jessica's initiative of creating an online digital
marketing degree course. From Geraldine's perspective, there could be several reasons for her
lack of cooperation and resistance towards the project:

3.1 Lack of Recognition: Geraldine may feel undervalued and unappreciated for her expertise
and experience in online course building. She might believe that her skills and contributions
are being overlooked or overshadowed by Jessica's new initiative.

3.2 Fear of Change: After working in the field for almost three decades, Geraldine might be
resistant to change and hesitant to adopt new technologies or approaches. She may feel
comfortable with the existing methods and be sceptical about the effectiveness of the proposed
online digital marketing degree course.

3.3 Perceived Threat to Job Security: Geraldine's resistance could stem from a fear of being

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replaced or becoming obsolete in the face of new technologies and younger employees like
Jessica. She may view the initiative as a potential threat to her job security and professional
standing.

3.4 Lack of Involvement and Communication: If Geraldine was not involved in the decision-
making process or adequately informed about the project, she might feel excluded and
unimportant. This lack of involvement and communication could contribute to her resistance
and non-cooperation.

4.0 Suggestion for Jessica to Push Geraldine to Cooperate and Improve Performance for Project
Success

To motivate Geraldine to cooperate and improve performance for the success of the project,
Jessica can utilize the sources of power and influencing methods from the course. Here are
some suggestions:

4.1 Expert Power: Jessica can leverage her expertise and knowledge in digital marketing to
gain Geraldine's respect and trust. By demonstrating her understanding of online course
building and its potential impact on student enrollment, Jessica can show Geraldine the value
of collaborating on the project.

4.2 Reward Power: Jessica can offer incentives or rewards to motivate Geraldine to cooperate.
This could include recognition for her expertise, opportunities for professional development,
or even financial bonuses tied to the success of the project. By highlighting the benefits of
cooperation, Jessica can encourage Geraldine to actively contribute.

4.3 Collaboration: Jessica can involve Geraldine in the decision-making process and seek her
input on the project. By valuing Geraldine's experience and expertise, Jessica can make her feel
included and invested in the project's success. This collaborative approach can foster a sense
of ownership and commitment from Geraldine.

4.4 Ingratiation: Jessica can build a positive relationship with Geraldine by showing
appreciation for her contributions and acknowledging her expertise. By expressing gratitude
and recognizing Geraldine's value to the team, Jessica can create a supportive and motivating
work environment.

4.5 Consultation: Jessica can seek Geraldine's advice and input on specific aspects of the

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project. By involving her in the planning and decision-making process, Jessica can tap into
Geraldine's knowledge and experience, making her feel valued and respected.

4.6 Informational Power: Jessica can provide Geraldine with relevant and timely information
about the project's goals, progress, and potential impact. By keeping Geraldine informed,
Jessica can help her understand the importance of her cooperation and the positive outcomes
that can result from her involvement.

4.7 Assertiveness: If Geraldine continues to resist cooperation, Jessica may need to assert her
authority as the Senior Program Coordinator. By clearly communicating expectations and the
consequences of non-cooperation, Jessica can establish boundaries and ensure that Geraldine
understands the importance of her role in the project's success.

4.8 Personal Appeal: Jessica can appeal to Geraldine's personal interests and values. By
highlighting how the project aligns with Geraldine's passion for online course building and her
desire to make a positive impact on student enrollment, Jessica can tap into Geraldine's intrinsic
motivation.

4.9 Legitimating: Jessica can emphasize the legitimacy and importance of the project within
the institution. By highlighting the support and backing from higher-level management, Jessica
can reinforce the significance of Geraldine's cooperation and the project's potential impact on
the institution's success.

By employing these influencing methods, Jessica can create a motivating and supportive
environment for Geraldine, encouraging her to cooperate and improve performance for the
success of the project.

5.0 Conclusion

To successfully push Geraldine to cooperate and improve performance for the project's success,
Jessica can utilize her legitimate power, reward power, expert power, and referent power. She
can also employ influencing methods such as rational persuasion, inspirational appeal,
consultation, collaboration, ingratiation, personal appeal, exchange, coalition, and, if
necessary, pressure. By combining these strategies, Jessica can effectively address the
challenges and encourage Geraldine to cooperate, leading to the successful implementation of
the online digital marketing degree course at Gale University.

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References

Clark, L. A., & Lyness, K. S. (1991). Succession planning as a strategic activity at Citicorp. In
L. W. Foster (Ed.), Advances in applied business strategy, vol. 2. Greenwich, CT: JAI Press.

Yukl, G.A. 2023. Leadership in Organizations. 8th ed. Chapter 8: Power and Influence Tactics,
p. 185-216.