Influence Tactics


Aninfluence tactic refers to any trait or behavior that seeks to alterthe attitudes or behavior of another person. Going by thisdefinition, the sole aim of influence tactics is to pass on attitudesand behavior to the targeted individuals. Listed below are eighttypes of that can be considered when selecting the most suitableinfluence tactic depending on the circumstances.

  1. Silent Authority

  2. Personal appeal

  3. Information Control

  4. Coalition Formation

  5. Upward Appeal

  6. Ingratiation

  7. Rational Persuasion

  8. Pressure

Ina real world scenario, persuasion is one of the most widely usedinfluence tactics (Cialdini,2009).This influence tactic involves using logical arguments, facts, andemotional appeals to encourage people to accept a request or message.A good example of this influence tactic is the democratic election ofvoters. Every time elections are held candidates use the allocatedcampaign period to woo voters. Through various campaign tools, thepoliticians pass their ideologies to voters in a bid to win thevoters on the voting day. The politicians use logically framedarguments, and emotional appeals to convince the voters to accepttheir promises and vote for them. They believe that the voters willbuy into their facts, logical arguments, and emotional request and inturn prefer to vote for them over the other contestants.

Eachscenario that needs influence is unique in nature. As a result,according to Cialdini(2009),no particular influence tactic is bound to succeed in all situations.In some cases, as McShane&ampVonGlinow (2013) agree,one tactic can fully succeed in achieving the desired influence. Inother instances, hover, it may take two or more tactics to get thejob done. The possibility of achieving the set influence goalsheavily relies on the influence tactic employed.


Cialdini,R. B. (2009). Influence:Science and practice.Boston: Pearson Education.

McShane,S. L., &amp Von Glinow, M. A. (2013). Organizational behavior (6thed.). New York, NY: McGraw-Hill/Irwin.&nbsp