Influence Tactics in the Workplace Case Study by Caligal07

An analysis of a case study on management influence tactics and the ethical exercise of power.
# 145199 | 1,491 words | 3 sources | APA | 2010 | US
Published on Oct 28, 2010 in Business (Management) , Communication (Interpersonal) , Psychology (General)

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The paper lists nine influence tactics that can result in three possible outcomes; commitment, compliance and resistance. The paper discusses a case study of a manager at Staples who used some of these influence tactics throughout her career to influence her employees. The paper describes how instead of using her legitimate powers to demand or coerce obedience, she utilized effective influence tactics to consult and encourage her employees, leading to a deeper commitment to their jobs. The paper asserts that this ability to use power ethically contributed to her promotions and success at Staples.

Applications in the Case Study

From the Paper:

"In the related case study Lewis influenced her employees using consultation. The consultation influence tactic is a soft tactic because it is not forceful or coercive in nature. Soft tactics have a more friendlier approach whereas hard tactics engage in more blatant and obvious pressure. This tactic involves "getting others to participate in planning, making decisions, and changes" (Kreitner 2008, p. 438). Lewis demonstrated the consultation tactic constantly in her employment with Staples. She involved others in the planning and decision making. She held frequent one-on-one and group discussions to encourage participation and ensure the right decisions were being made. She made sure that her employees felt they played a vital role in all the decision making and planning. As a result she was able to influence and increase her employee's performance which continued to lead to task commitment and instilled intrinsic motivation."

Sample of Sources Used:

  • Kreitner, R., & Kinicki, A. (2008). Organizational Behavior (8th ed.). Boston, MA: McGraw- Hill.
  • Suesse, J. M., & Hill, L. A. (2005). Jeanne Lewis at Staples, Inc. (Abridged). Boston, MA: Harvard Business Publishing.
  • Tjosvold, D., & Wisse, B. (1986). Power and Interdependence in Organizations. Cambridge, UK: Cambridge University Press.

Cite this Case Study:

APA Format

Influence Tactics in the Workplace (2010, October 28) Retrieved September 24, 2023, from

MLA Format

"Influence Tactics in the Workplace" 28 October 2010. Web. 24 September. 2023. <>