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Dwillis Dwillis
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7 years ago
Describe four influence tactics and explain how each may be related to one of the individual power bases.
Textbook 
Organizational Behaviour: Understanding and Managing Life at Work

Organizational Behaviour: Understanding and Managing Life at Work


Edition: 10th
Authors:
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7 years ago
Six influence tactics are actually presented in the text: assertiveness, ingratiation, rationality, exchange, upward appeal, and coalition formation. Each tactic may be used to convert power into influence depending on the circumstances. For example, someone with coercive power might use assertiveness; someone with referent power might use ingratiation; someone with reward power might use exchange; and someone with expert power might use rationality or upward appeal.
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