Malcolm faced resistance from the team most likely because he did NOT utilize which of the following influence tactics?

A) rational persuasion

B) referent

C) pressure

D) coercive

E) legitimatizing

A) rational persuasion

Explanation:

Rational persuasion is the use of logic and evidence to influence others. An expert or a person in authority use their knowledge and experience to influence the behaviors of their team members. Rational persuasion involves convincing others by use of facts and presentation of expert opinion.

Malcolm is facing rebellion because his team is not convinced about his decision. He did not provide compelling reasons to his team as to why they should follow his guidance. Malcolm needs to prove and convince his team that his decisions are best for the business and to them.