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Social influence tactics impact organizational outcomes from "summary" of Social Psychology and Organizations by David De Cremer,Rolf van Dick,J. Keith Murnighan
Social influence tactics play a crucial role in shaping the outcomes within organizations. By understanding how individuals use various influence tactics to persuade others, we can gain valuable insights into the dynamics of organizational behavior. These tactics can range from subtle forms of influence, such as persuasion and ingratiation, to more overt tactics like pressure and manipulation. Influence tactics can have both positive and negative effects on organizational outcomes. For example, when used effectively, persuasion can help leaders gain support for their ideas and initiatives, leading to increased productivity and innovation. On the other hand, when influence tactics are used in a coercive or manipulative manner, they can create a toxic work environment and hinder organizational performance. The effectiveness of influence tactics in achieving desired outcomes depends on a variety of factors, including the credibility of the person using the tactics, the context in which they are employed, and the receptiveness of the target audience. For instance, a leader who is perceived as trustworthy and competent is more likely to succeed in influencing others than someone who lacks credibility. Furthermore, the organizational culture plays a significant role in shaping the use of influence tactics. In cultures that value collaboration and open communication, individuals may be more inclined to use persuasive tactics to gain buy-in from their colleagues. Conversely, in cultures that prioritize competition and power dynamics, individuals may resort to more aggressive tactics to achieve their goals.- Understanding how social influence tactics impact organizational outcomes is essential for leaders and managers to effectively navigate the complexities of organizational life. By being mindful of the tactics they employ and the impact they have on others, individuals can cultivate positive relationships, foster trust, and ultimately drive success within their organizations.
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