The sales manager has an employee who consistently passes in the monthly sales report late. Prior comments to the sales rep have not changed the behavior. The manager has decided to try another influencing tactic to get the reports in on time. Select the most appropriate individual tactic for this situation.
A) rational persuasion
B) inspirational appeals
C) consultation
D) ingratiation
E) personal appeals
F) exchange

G) coalition
H) legitimization
I) pressure

Question

The sales manager has an employee who consistently passes in the monthly sales report late. Prior comments to the sales rep have not changed the behavior. The manager has decided to try another influencing tactic to get the reports in on time. Select the most appropriate individual tactic for this situation.
A) rational persuasion
B) inspirational appeals
C) consultation
D) ingratiation
E) personal appeals
F) exchange

G) coalition
H) legitimization
I) pressure

Quizplus · Accepted Answer

Pressure is the best choice in this situation because the manager has already tried other influencing tactics and they have not worked. Pressure involves using demands, threats, or intimidation to change behavior. While this is not always the best approach, in this situation the manager may need to use pressure to get the sales report in on time. It is important to note that pressure should be used sparingly and only as a last resort, as it can damage relationships and harm morale.

The Sales Manager Has an Employee Who Consistently Passes in the Monthly