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 would be the most appropriate tactic in this situation as prior attempts at persuasion and consultation have not been effective in changing the behavior. Pressure can be in the form of setting deadlines, consequences for missing deadlines or rewards for meeting deadlines. This tactic may motivate the sales rep to submit the reports on time.

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