Describe four influence tactics and explain which ones are most and least effective.

Seven influence tactics are presented in the text: assertiveness, ingratiation, self-promotion, rationality, exchange, upward appeal, and coalition formation.Particularly ineffective is a "shotgun" style that is high on all tactics with particular emphasis on assertiveness and exchange. Most research has been done on self-promotion and ingratiation, and both of these tactics are effective in job search (i.e.interview)situations.However, both tactics have been shown to have mixed effects on job performance ratings, suggesting that great care must be employed not to overdo them. One study showed that top managers who used ingratiation with their CEOs were inclined to receive appointments to corporate boards with whom the CEO was connected. Thus, flattery and opinion conformity work even at the very top of organizations.However, this comes at a price, as ingratiating managers come to resent CEOs who necessitate such behaviour and badmouth them in the press.