M: Organizational Behavior 2nd Edition by Steven McShane, Mary Von Glinow

Exercise 144

Scenario: The Accounting Department
Krystal's boss in the accounting department initially rejected her proposal for a new budgeting process. So Krystal spoke to and received support from the heads of two departments that would benefit from the proposed budgeting process. She also found support from several co-workers in the accounting department because they believed the new budgeting process would be simpler and fairer. When Krystal's boss realized that several key people supported the new budgeting system, he agreed to test it in a pilot project.
What form of influence is Krystal mainly using here?
A) Silent authority
B) Coalition formation
C) Assertiveness
D) Impression management
E) Persuasion