BMA eBook - Manual / Resource - Page 97
Feser / When Execution Isn’t Enough / 9
Source: C. M. Falbe and G. Yukl, “Consequences for Managers of Using Single
Influence Tactics and Combinations of Tactics,” Academy of Management Journal 35,
no. 3 (1992): 638–652.
But which approach is the most effective?
What Tactics Work When
You can assess the effectiveness of influencing approaches by distinguishing among
the three different outcomes of influence: the commitment, compliance, or resistance of
those addressed.19
As discussed earlier, commitment is when the person targeted by an influence
approach agrees internally with an action or a decision. The person is enthusiastic
about it and is likely to exercise initiative and demonstrate unusual effort and
persistence in order to carry out the request successfully, even when faced with
resistance or setbacks.
Compliance is when the targeted person carries out the requested action, but is
apathetic about it, rather than enthusiastic. This person makes only a minimal or
average effort, does not show any initiative, and is likely to give up if confronted
with resistance or setbacks.
