The Influence Behavior Questionnaire (IBQ)is Designed to Assess Nine Types

Question

Examlex · Accepted Answer

The Answer is The IBQ is designed to assess nine types of influence tactics and its scales provide us with a convenient overview of various methods of influencing others.
Rational persuasion occurs when an agent uses logical arguments or factual evidence to influence others.Agents make inspirational appeals when they make a request or proposal designed to arouse enthusiasm or emotions in targets.Consultation occurs when agents ask targets to participate in planning an activity.Ingratiation occurs when the agent attempts to get you in a good mood before making a request.Agents use personal appeals when they ask another to do a favor out of friendship.Influencing a target through the exchange of favors is labeled exchange.Coalition tactics are different from consultation in that they are used when agents seek the aid or support of others to influence the target.Threats or persistent reminders used to influence targets are known as pressure tactics.Finally,legitimizing tactics occur when agents make requests based on their position or authority.In practice,of course,actual tactics often reflect combinations of these different approaches.Rarely,for example,is an effective appeal purely inspirational,without any rational elements at all.

The Influence Behavior Questionnaire (IBQ)is Designed to Assess Nine Types

Definitions: