When the Contract with One of Their Major Suppliers Was

question 29

Multiple Choice

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) inspirational appeals
• B) ingratiation
• C) legitimacy
• D) pressure
• E) coalition

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Definitions:

"Nuts and Sluts"

A derogatory and discrediting tactic often used to dismiss or undermine the credibility of women by attributing their claims or behavior to mental instability or promiscuity.

Deterrence

A theory or strategy aimed at discouraging someone from taking an undesirable action by instilling fear of the consequences.

Rehabilitation

An approach to punishment that attempts to reform criminals as part of their penalty.

Incapacitation

A criminal justice theory aimed at reducing crime by detaining or restricting the movements of convicted offenders to prevent them from committing further offenses.