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Influence Tactic

Power Source

Appropriate to Use With


(Supervisors/Subordinates/
Colleagues)

Effectiveness and
Commitment
(H/M/L)

Inspirational appeal

Referent

All levels

High

Knowledge

Expert

All levels

High

Consultation

Expert

All levels

High

Rational persuasion

Expert

All levels

Moderate

Ingratiation

Referent

All levels

Moderate

Personal appeal

Referent

Colleagues

Moderate

Exchange

Reward

All levels

Moderate

Apprising

Reward

All levels

Moderate

Coalition building

All

All levels

Low

Legitimate tactics

Legitimate

Subordinates and colleagues

Low

Pressure

Coercive

Subordinates

Low