Asked by Shannen Relova on Jun 11, 2024
Verified
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) Controlling information
B) Exchange
C) Forming coalitions
D) Cultivating networks
E) Persuasion
Controlling Information
The management practice of regulating and determining the flow, access, and accuracy of information within an organization.
- Appreciate the fundamentals of persuasion techniques and their application in organizational practices.
- Understand the ethics of influence tactics and political behavior in organizations.
Verified Answer
NT
Nadeem TariqJun 16, 2024
Final Answer :
A
Explanation :
The executive used the influence tactic of controlling information by discarding the consultant's report without sharing it with others. The executive is selectively withholding information to push for their desired outcome.
Learning Objectives
- Appreciate the fundamentals of persuasion techniques and their application in organizational practices.
- Understand the ethics of influence tactics and political behavior in organizations.
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