Question

Imagine CEO Gerd Finger wishes to introduce a new line of music equipment at Newskool Grooves and that several of the other managers do not like his idea.

1. Do you think Gerd Finger will be able to push forward with this idea? Justify your answer by using the 5 sources of power and contingencies of power.

2. Which influence tactic/s do you think Gerd Finger should use to try to convince the other managers that his idea is a good one? Why?

Answer 1

CEO Gerd Finger, to fulfill his wish to introduce a new line of music equipment at Newskool Grooves, may well be able to push forward with his idea.

He may be using the 5 sources of power, v.i.z. Ligitimate Power, Expert Power, Coercive Power, Referent Power and Reward Power.

For a solid push, he may decide to go step by step to see which power suits him the most and fetches him his desired resut. It may well be, that he may have to put in all his effort to put forward his proposal applying a sum of more than two powers to achieve his goal.

1. From his position he may well decide to thrust upon the other managers LEGITIMATE POWER of his position to convince them. But he may think of long term sutainable solution, which may require additional exercise of powers.

2. Besides his supremem power of the position, he is assumed to possess expertise in the subject over and above other managers, so, he will exercise this Expert Power as well.

3. In his efforts to push forward, he may use COERCIVE POWER to convince the managers by coercing or threatening them of lost opportunity if this is not approved, which these non-agreeable managers may stand liable for in future.

4. Mr. Finger may execercise Referent Power also in view of his relationship with some, if not all, managers. These managers may come under the influence of his personality and agree to move this further.

5. To draw a conclusion to the matter, Mr. Finger may use the Reward Power also, seeking approval of people, if not all, at least the majority, by making them think of a rewarding future if they help this benefiting equipment to be intrioduced.

The influence tactics used by Mr. Finger here would definitely be the one that is supposed to be used to convince peers at best and of course the people working under him.

So his Downward Influence would comprise of a colourful picture that he will paint in front of the managers if this equipment is introduced.

In addition to using rational tactics, to establish the essentials of the equipmet with data and how useful and fruitful this would be if brought into this establishment, Mr. Finger would also try to make the managers visualise a better tomorrow with this equipment introduced.

1.   Rational persuasion tactics would include data, logic to illustrate as the best alternative. This commonly applied influence tactic.
2.   Appeals mining human values, emotions, and beliefs may be used to gain sides.
3.   He probably would not use Consultation tactics, as the managers are already beyond that scope.
4.   Ingratiation or flattery tactics to make the person infront of you feel good about him/her self, may be used as well to achieve the outcome.
5.   Personal appeal may be effective if the any of the managers have any positive view about Mr. Finger.
6.   Exchange or consultations will be futile as all the managers are disagreeing already.
7.   Coalition tactics also may work if at least a few of the managers are responding to personal appeal of Mr., Finger.
8.   Pressure tactics is similar to coercive persuasion
9.   Legitimating tactics is similar to Legitimate Power, which Mr. Finger would not hesitate to use in this case.