Influence Tactics

Definition

Influence tactics refer to the specific behaviors and strategies used by leaders to impact the attitudes, beliefs, and actions of their followers. These tactics are employed to persuade, motivate, and guide individuals or groups towards desired outcomes within the leadership process.

5 Must Know Facts For Your Next Test

1. Influence tactics are a crucial component of the leadership process, as they enable leaders to effectively guide and motivate their followers.
2. The choice of influence tactics employed by a leader can significantly impact the level of follower commitment, cooperation, and overall effectiveness of the leadership process.
3. Effective leaders often utilize a diverse repertoire of influence tactics, adapting their approach to the specific situation, follower characteristics, and desired outcomes.
4. Research has identified several common influence tactics, including rational persuasion, inspirational appeals, consultation, ingratiation, and pressure.
5. The ethical use of influence tactics is essential, as leaders must balance the pursuit of organizational goals with the needs and autonomy of their followers.

Review Questions

• Explain how influence tactics contribute to the leadership process.
  • Influence tactics are a crucial component of the leadership process, as they enable leaders to effectively guide, motivate, and persuade their followers towards desired goals and outcomes. Through the strategic use of influence tactics, such as rational persuasion, inspirational appeals, and consultation, leaders can shape the attitudes, beliefs, and actions of their followers, ultimately enhancing the overall effectiveness of the leadership process.
• Describe the relationship between influence tactics and power dynamics within the leadership process.
  • The choice and application of influence tactics by leaders is closely tied to the power dynamics at play within the leadership process. Effective leaders must navigate the complex interplay of formal authority, personal charisma, and interpersonal relationships to exert influence over their followers. The judicious use of influence tactics, such as ingratiation and pressure, can help leaders leverage their power and position to achieve desired outcomes, while maintaining a balance between organizational goals and follower autonomy.
• Analyze the ethical considerations involved in the use of influence tactics within the leadership process.
  • The ethical use of influence tactics is essential in the leadership process, as leaders must balance the pursuit of organizational goals with the needs and autonomy of their followers. While influence tactics can be a powerful tool for guiding and motivating followers, they must be applied with care and consideration for the well-being and dignity of those being influenced. Leaders must be mindful of the potential for manipulation or coercion, and strive to employ influence tactics in a manner that respects the rights, values, and decision-making capacity of their followers. Ultimately, the ethical use of influence tactics is a hallmark of effective and principled leadership.

Related terms

Impression Management: The process of controlling how one is perceived by others through the strategic presentation of one's image, behavior, and communication.

Compliance-Gaining: The use of various techniques to encourage or compel others to engage in a desired behavior or course of action.

Power Dynamics:

The complex interplay of power, authority, and influence within interpersonal and group relationships.