A firm's human resources (HR) department would like to expand a successful training program butdoes...

The supply manager should use logic first to convince HR to employ strategic sourcing. Here’s a detailed explanation:

Using Logic:

Data-Driven Argument:Presenting logical, data-supported arguments can effectively demonstrate how strategic sourcing can reduce costs. Logical reasoning appeals to the analytical nature of business decisions.

Cost-Benefit Analysis:Providing a clear cost-benefit analysis showing the potential savings and reallocation of funds to the training program can persuade HR of the practical benefits.

Why Not Other Options?

Liking (A):While building rapport is important, it is less impactful than a logical, data-driven argument in this context.

Cooperation (B):Cooperation is essential but should follow a logical presentation of the benefits.

Emotion (D):Emotional appeals may be less persuasive in a business context focused on financial and operational efficiency.

References:

Effective influencing tactics in leadership and management (Cialdini, R.B., Influence: The Psychology of Persuasion, 2006).

Strategic sourcing and its impact on cost management (Monczka, R., Handfield, R., Giunipero, L., Patterson, J., Purchasing and Supply Chain Management, 2015).