A Senior Executive Wants to Introduce a New Reward System

question 21

Multiple Choice

A senior executive wants to introduce a new reward system for salespeople.To support this change,the executive retained a consultant to determine the benefits of the reward system for salespeople in this organization.However,the consultant's report determined that the reward system would not work well for a variety of reasons.After reading the report,the executive discarded it without notifying others of its existence.Meanwhile,the executive continued to push for the reward system.What influence tactic did the executive use?

• A) Information control
• B) Exchange
• C) Forming coalitions
• D) Cultivating networks
• E) Persuasion

---

Definitions:

Job Applicant

An individual who applies for a specific position within a company and undergoes the selection process in hopes of employment.

Organizational Cultures

A system of shared assumptions, values, and beliefs, which governs how people behave in organizations.

Merging

The process of combining two or more entities into one, with the goal of enhancing competitive advantages or achieving efficiencies.

Corporate Cultures

The collection of beliefs, values, behaviors, customs, and attitudes that characterize a company or organization.