A senior executive wants to introduce a new reward system for salespeople.To support this change, the executive retained a consultant to determine the benefits of the reward system for salespeople in this organization.However, the consultant's report determined that the reward system would not work well for a variety of reasons.After reading the report, the executive discarded it without notifying others of its existence.Meanwhile, the executive continued to push for the reward system.What influence tactic did the executive use?
A)Controlling information
B)Exchange
C)Forming coalitions
D)Cultivating networks
E)Persuasion

Question

Quizplus · Accepted Answer

The executive used the influence tactic of controlling information by discarding the consultant's report without sharing it with others. The executive is selectively withholding information to push for their desired outcome.

A Senior Executive Wants to Introduce a New Reward System