When the contract with one of their major suppliers was about to expire, the management of Pierre and Collins began seeking tenders from potential vendors. One of the top management executives, Todd Hughes, wanted the contract to go to a vendor he personally knew. In order to do so, he held separate discussions with two key members of the organization wherein he downplayed the potentials of the competing tenders and convinced them to support this offer. At the meeting to finalize a supplier, Todd and his supporters strongly supported the tender of the supplier they had chosen amongst themselves and convinced their CEO to hire this supplier despite the higher price quoted by him. Which of the following power tactics is being used here?
A) ingratiation
B) legitimacy
C) coalition
D) pressure
E) inspirational appeals

Question

Quizplus · Accepted Answer

Todd Hughes used the power tactic of creating a coalition by enlisting the aid or support of others to persuade the target to agree. Coalitions represent a hard power tactic which emphasizes formal power and involves greater costs and risks.

When the Contract with One of Their Major Suppliers Was