Which term describes a tactic that creates emotional or attitudinal reactions in the target?

The term that describes a tactic creating emotional or attitudinal reactions in the target is known as inspirational appeals. This approach seeks to evoke feelings, values, or beliefs in order to motivate individuals and gain their support or compliance. It is often used in leadership and persuasive contexts, where appealing to someone's higher ideals or passions can lead to stronger engagement or commitment.

Inspirational appeals are effective because they resonate on a personal level, tapping into emotions rather than just presenting logical arguments or transactional benefits. For instance, a leader may share a compelling vision for the future that inspires enthusiasm and buy-in from team members, fostering a sense of shared purpose.

Understanding this tactic is important in organizational behavior, as it illustrates how effective influence is not solely dependent on authority or coercion but can be significantly enhanced by appealing to human emotions and aspirations.