Influence
Any attempt by a person to change the behavior of
superiors, peers, or lower-level employees
— Is
not inherently good or bad
— Can
be used for purely selfish reasons
— Can
be used to subvert organizational objectives
— Can
be used to enhance organizational effectiveness
Eight Generic Influence Tactics
Consultation
Rational persuasion
Inspirational appeals
Ingratiating tactics
Coalition tactics
Pressure tactics
Upward appeals
Exchange tactics
Use of Generic Organizational Influence
Tactics
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