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Influence and Individual Behavior - Explained

Written by Jason Gordon

Updated at January 11th, 2021

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What Is Influence?

Influence can be defined as the ability to have an effect on someone or something or to cause a reaction in someone. Influence generally results from power, physical closeness, emotional connection, or position of import to the affected person or entity.

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What are Individual Responses to Influence?

Responses to influence attempts include:

  • Resistance - This is an unwillingness to comply with the expected or logical effects of the influence.
  • Compliance - This means to react or behave in concert with the expected or logical effect of the influence, but with reluctance or without the desire to do so.
  • Commitment - This is the result of actively seeking or desiring the expected or logical effects of the influence.

What are Notable Methods of Influence?

  • Logic - Cognition or Logic can be used as a rational form of influence and persuasion. It means using facts, data, and logical arguments in presenting a position or point of view.
  • Affect - An affective approach means focusing on our beliefs, emotions, and values.
  • Legitimate Power - Exerting power as part of a persons position or authority.
  • Coercion - This entails exerting influence through the threat of a negative consequence.
  • Exchange - This means trading value as a means of influencing behavior.
  • Coalition - This means working as a group to exert influence.
  • Personal Appeal - This means influencing others based on leveraging a personal relationship.
  • Consultation - This is when you seek to influence someone by going through a third party for assistance in exerting influence.
  • Ingratiation - This is flattery or influence based upon a persons ego.

What is the Direction of Influence?

Influence can be exerted in any number of directions, as follows:

  • Upward Influence - This is the ability to influence ones superiors, such as a boss in an organization.
  • Downward Influence - This is the ability to influence ones subordinates, such as the workers under a manager.
  • Peer Influence - This is the ability to influence ones colleagues, friends, or similarly situated individuals.

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