Rational persuasion has been found to be used in all three directions: upward, downward, and sideways. (Yukl, & Falbe, 1990) Rational persuasion is used in all directions in organizations because it is relevant in most discussions. Another contingency that influences the use of rational persuasion is the goal of the influence attempt. (Yukl, Guinan, & Sottolano, 1995) Rational persuasion has been shown to be used more often to gain political support, resources, or approval. Rational persuasion has proven to be flexible and adaptable for the vast majority of situations involving influence. However, it is even more relevant when trying to achieve the desired results stated above. Personality factors The use of rational persuasion, as an influence tactic, is also influenced by the influencer's personality style. Managers who score high in conscientiousness will be more likely to adopt upward influence tactics that involve rational persuasion. (Cable, & Judge, 2003) Rational persuasions are consistent with the practical, careful, thorough, and organized disposition characteristic of conscientious workers. Along with the direct effects of personality styles there is also an interaction between the personality traits of the influencer and the leadership style of the superior target. An individual who scores high on extraversion and believes their leader is inspirational will be less likely to employ rational persuasion. Extraversion includes characteristics such as assertiveness, sociability, and energy. (Thoms, Moore, & Scott, 1996) Extraverts differ from some conscientious people in that they tend to be more people-focused rather than task-focused. Rational persuasion focuses on the task and reasoning at the center of the paper. Consultation tactics are, in most cases, a positive way to gain target commitment. Some colleagues or superiors, however, will use this tactic in an attempt to get someone involved in a project simply to place the blame on them if it fails. The two most effective influence tactics are rational persuasion and inspirational appeals. Inspirational appeals are most effective when used by a superior influencing a subordinate. This type of tactic is unlikely to result in negative actions from the target. They tend to arouse positive emotions of enthusiasm and loyalty in influencers. Rational persuasion can be used in upward, lateral or downward influence and is a very versatile tactic. It also has a low chance of causing negative reactions. It appeals to the intellectual and rational side of the target and does not attack them on a personal level.