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.

Back to: BUSINESS MANAGEMENT

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.