Kent is on the rise in the corporate hierarchy, and he is building a personal following along the way. Those who are loyal to him, he says, will benefit significantly in the future, when he is in a position to decide salaries and benefits. Kent is using the influence tactic known as

Question

Quizplus · Accepted Answer

An exchange tactic is used when the requestor offers a reward or resource to the target in return for performing a request. This type of request requires that the requestor have something of value to offer. It differs from apprising in that the benefit is something that the requestor gives to the target and not something that simply results from the action. Although exchange "can" be effective at times, it is very unpredictable and can even end up have a negative effect on influence.

Kent Is on the Rise in the Corporate Hierarchy, and He