When the contract with one of their major suppliers was about to expire, the management of Pierre and Collins began seeking tenders from potential vendors.
One of the top management executives, Todd Hughes, wanted the contract to go to a vendor he personally knew. In order to do so, he held separate discussions with two key members of the organization wherein he downplayed the potentials of the competing tenders and convinced them to support this offer. At the meeting to finalize a supplier, Todd and his supporters strongly supported the tender of the supplier they had chosen amongst themselves and convinced their CEO to hire this supplier despite the higher price quoted by him. Which of the following power tactics is being used here?
A) ingratiation
B) legitimacy
C) coalition
D) pressure
E) inspirational appeals
Question 2
Which of the following statements is true with regard to the effectiveness of tactics?
A) Soft tactics are less effective than hard tactics when used individually.
B) The combination of a soft tactic with reasonable persuasion is more effective than a combination of two hard tactics.
C) All tactics are equally effective with regard to upward influence.
D) Individuals from collectivist cultures are typically more likely to use soft tactics that reflect personal power.
E) Individuals from individualistic cultures are typically more likely to use coalition and other hard power tactics.
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