CIPS L4M5 Exam - Topic 5 Question 30 Discussion

Actual exam question for CIPS's L4M5 exam

Question #: 30
Topic #: 5

[All L4M5 Questions]

Leitax is a consumer electronics firm with headquarters in the US and with a global sales presence. The company maintains seven to nine models in its product portfolio, each of which has multiple SKUs. Product life ranges from fifteen to nine months and is getting shorter. The demand planning and master planning processes at the company were ill-defined. Data relevant to forecasting were usually inaccurate, incomplete, or unavailable and the lack of objectives and monitoring mechanisms for the demand planning process meant that process improvement could not be managed. Support for supply management was equally ill-defined, as master production schedules were sporadic and unreliable and suppliers had learned to mistrust them. Leitax's newly appointed Supply chain director, Jessica realises that the ''buy-in'' of different functional groups was critical to the improvement of demand planning. She invites relevant stakeholders to a meeting so that they can express their opinions openly. What tactic is Jessica using?

ACoalition

BPressure

CConsultation

DPersuasion

Show Suggested Answer

Suggested Answer: A

There are nine commonly used influence tactic:

1. Rational persuasion includes using facts, data, and logical arguments to try to convince others that your point of view is the best alternative. This is the most commonly applied influence tactic.

2. Legitimating

3. Personal appeals

4. Exchange

5. Ingratiation

6. Pressure refers to exerting undue influence on someone to do what you want or else something undesirable will occur.

7. Coalitions refer to a group of individuals working together toward a common goal to influence others.

8. Inspirational appeals

9. Consultation refers to the influence agent's asking others for help in directly influencing or planning to influence another person or group.

In the scenario, there is a problem with demand forecasting and supply chain planning in Leitax. The new Supply chain director invites the stakeholders to a meeting to find the solution. She is using coalition tactics.

- CIPS study guide page 163-168

- Cross-Functional Alignment in Supply Chain Planning: A Case Study of Sales and Operations Planning

- 13.3 The Power to Influence -- Organizational Behavior (umn.edu)

LO 3, AC 3.2

by Judy at Sep 16, 2022, 03:25 PM

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5 months ago

I feel pretty confident about this one. The "use it or lose it" rule and lack of portability are well-known drawbacks of FSAs that likely contribute to their limited popularity. I'll go with option D.

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