The influence strategy that emphasizes the act of involving the target in the process of planning, in providing substantive feedback, or in making changes is also known as:
A) exchange tactics
B) consultation
C) pressure tactics
D) legitimating tactics

Question

Quizplus · Accepted Answer

The influence strategy that emphasizes involving the target in the process is known as consultation. This strategy creates a sense of ownership for the target and improves their commitment to a decision. Exchange tactics involve offering things in exchange for compliance. Pressure tactics involve using threats or coercion to get compliance. Legitimating tactics involve using authority or norms to justify a request.

The Influence Strategy That Emphasizes the Act of Involving the Target