Ethan tried to convince his subordinates to accept a new policy by showing them that the policy is consistent with the organizational rules and policies. He also showed them that the people above him had already supported and sanctioned the policy. What influence tactic was Ethan using?

Question

Quizplus · Accepted Answer

Ethan was using the legitimating tactic. There are nine influence tactics: rational persuasion, inspirational appeals, consultation, ingratiation, personal appeals, exchange, coalition tactics, pressure, and legitimating tactics. Legitimating tactics are used when a request is based on one's authority or right, organizational rules or policies, or express or implied support from superiors.

Ethan Tried to Convince His Subordinates to Accept a New