A senior executive wants to introduce a new reward system for salespeople.To support this change,the executive retained a consultant to determine the benefits of the reward system for salespeople in this organization.However,the consultant's report determined that the reward system would not work well for a variety of reasons.After reading the report,the executive discarded it without notifying others of its existence.Meanwhile,the executive continued to push for the reward system.What influence tactic did the executive use?
A) Information control
B) Exchange
C) Forming coalitions
D) Cultivating networks
E) Persuasion

Question

Quizplus · Accepted Answer

Information control involves explicitly manipulating others' access to information for the purpose of changing their attitudes and/or behavior. With limited access to potentially valuable information, others are at a disadvantage. In this scenario, the senior executive did not share any information regarding the reward system with others, thus, keeping others at a disadvantage.

A Senior Executive Wants to Introduce a New Reward System