| Autor: |
Martínez Corts I; Facultad de Psicología, Universidad Pablo Olavide, Sevilla, Spain. imarcor@upo.es, Munduate Jaca L, Medina Díaz FJ |
| Jazyk: |
Spanish; Castilian |
| Zdroj: |
Psicothema [Psicothema] 2008 Aug; Vol. 20 (3), pp. 369-75. |
| Abstrakt: |
Managers apply different influence tactics to get subordinates to perform their tasks. For a better understanding of the influence process dynamics, it has been recommended to consider the combination of different tactics instead of analyzing them separately. (Cialdini & Goldstein, 2004). The present study has analyzed the effectiveness of various influence tactics combinations used by superiors with their subordinates. We identified four influence patterns: hard pattern, rational pattern, active pattern and passive pattern. Pattern effectiveness was analyzed in terms of subordinates' satisfaction, commitment and well-being. We found that superiors who used a broader range of tactics were more effective than those using a single range of tactics. Practical implications are discussed. |
| Databáze: |
MEDLINE |
| Externí odkaz: |
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