Summary
Summary LSE MG105 Week 7 Reading Summaries
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WEEK 7 READING 1: Get the Boss to Buy In READING 2: Power, approach, and inhibition.
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READING 1:Get the Boss to Buy In
1. WHO were the authors of this article (last names only) and what year was it
published?
- Ashford and Detert (2015)
2. WHAT is the purpose of this reading and its main conclusions?
- Purpose of the reading:
o Discuss seven tactics that are successful to gain buy-in/persuade other people =>
Test the effectiveness if seven influence tactics
Tailor your pitch
Frame the issue
Manage emotions on both sides
Get the Timing right
Involve others
Adhere to norms
Suggest solutions
o Middle managers who want to sell their ideas to senior management should use
multiple tactics, not just one tactic
- Conclusions
o Issue sellers who accomplish their goals look for the best ways, venues, and times
to voice their ideas and concerns, using rhetorical skill, political sensitivity, and
interpersonal connections to move the right leaders to action.
3. HOW did the authors reach these conclusions? (i.e., the methods they used)
- Regression analysis
- Carried out surveys to gather data
- Surveyed 77 men and 24 women and interviewed 10 of them about their experience
with “issue selling”
4. WHY do these conclusions matter? (i.e., for our understanding of organisational
behaviour or leadership)
- Understanding how to improve the ability to persuade others through seven tactics
mentioned in the paper can help managers and companies to better prepare their
strategies to influence the market and behaviour of customers, ultimately gaining an
edge in the market
- Organisations do not prosper unless middle managers identify and promote the need
for change
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