Influence Tactics

Definition

Influence tactics refer to the specific behaviors and strategies individuals use to influence the attitudes, beliefs, or behaviors of others in interpersonal and organizational settings. These tactics are employed to acquire power, achieve goals, or shape the decisions and actions of individuals or groups.

5 Must Know Facts For Your Next Test

1. Influence tactics can range from soft, cooperative approaches (e.g., ingratiation, rational persuasion) to more assertive, coercive tactics (e.g., pressure, legitimating).
2. The effectiveness of influence tactics depends on factors such as the target's power, the relationship between the influencer and target, and the organizational context.
3. Individuals in positions of power are more likely to use assertive influence tactics, while those with less power tend to rely on more cooperative tactics.
4. Effective use of influence tactics can help individuals and groups achieve their goals, navigate organizational politics, and gain access to resources and decision-making processes.
5. The ethical use of influence tactics is an important consideration, as the misuse of power and manipulation can undermine trust, morale, and organizational effectiveness.

Review Questions

• Explain how influence tactics are used in the context of power dynamics within interpersonal relationships.
  • In the context of power in interpersonal relations (topic 13.1), influence tactics are used by individuals to acquire, maintain, or increase their power over others. Individuals with more power tend to use more assertive tactics, such as pressure or legitimating, to influence the behavior of those with less power. Conversely, those with less power may rely on more cooperative tactics, such as ingratiation or rational persuasion, to influence those in positions of authority. The effectiveness of these tactics depends on factors like the target's power, the relationship between the influencer and target, and the organizational context.
• Describe how influence tactics are employed in the context of political behavior within organizations.
  • In the context of political behavior in organizations (topic 13.3), individuals and groups use influence tactics to acquire, maintain, or increase their power and influence. This may involve the strategic use of impression management, the control of information and resources, or the formation of alliances and coalitions. Effective use of influence tactics can help individuals navigate organizational politics, gain access to decision-making processes, and achieve their goals, even when their formal authority or position power is limited. However, the ethical use of influence tactics is an important consideration, as the misuse of power and manipulation can undermine trust, morale, and organizational effectiveness.
• Analyze how the use of influence tactics can impact the overall dynamics and effectiveness of an organization.
  • The use of influence tactics within organizations can have significant implications for the overall dynamics and effectiveness of the organization. When influence tactics are used effectively and ethically, they can help align individual and group goals with the organization's objectives, facilitate decision-making, and enhance collaboration and cooperation. However, the misuse of influence tactics, such as through coercion, manipulation, or the hoarding of information and resources, can lead to power struggles, mistrust, and a breakdown in communication and coordination. This, in turn, can undermine organizational performance, employee morale, and the organization's ability to adapt to changing conditions. Therefore, the strategic and ethical use of influence tactics is crucial for maintaining a healthy organizational climate and achieving long-term success.

Related terms

Power: The ability to influence the behavior of others or the course of events, often through control over resources, information, or decision-making processes.

Political Behavior: The actions and strategies individuals or groups use to acquire, maintain, or increase their power and influence within an organization.

Impression Management: The process of controlling how one is perceived by others, often through the strategic use of behavior, appearance, or communication.