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Influence Tactics of Leadership

Influence is the ability to affect the behavior of others in a particular direction, whereas power is the potential or capacity to influence. Leaders are influential only when they exercise power. A leader, therefore, must acquire power in order to influence others. Looking at the right side of the model, the three possible outcomes are commitment, compliance, and resistance. Commitment is the most successful outcome: The target of the influence attempt is enthusiastic about carrying out the request and makes a full effort, and is therefore fully engaged. Commitment is particularly important for complex, difficult tasks because these require full concentration and effort. If you were influencing a technician to upgrade your operating system software, you would need his or her commitment. Compliance means that the influence attempt is partially successful: The target person is apathetic (not overjoyed) about carrying out the request and makes only a modest effort. The influence agent has changed the person’s behavior but not his or her attitude. Compliance for routine tasks—such as wearing a hard hat on a construction site—is usually good enough. Resistance is an unsuccessful influence attempt: Resistance includes making excuses for why the task cannot be carried out, procrastinating, and outright refusing to do the task. Going to the left side of the model, the leader’s personality traits affect the outcome of influence tactics. An extroverted and warm leader who has charisma can more readily use some influence tactics than a leader who is introverted and cold. The leader’s behaviors also affect the outcome of influence tactics in a variety of ways.