Patterns of Influence Behavior for Managers

Autor:	Gary Yukl, Joo Young Youn, Cecilia M. Falbe
Rok vydání:	1993
Předmět:	Organizational Behavior and Human Resource Management Arts and Humanities (miscellaneous) Conceptual framework 0502 economics and business 05 social sciences Perspective (graphical) Selection (linguistics) 050109 social psychology 0501 psychology and cognitive sciences Psychology Social psychology 050203 business & management Applied Psychology
Zdroj:	Group & Organization Management. 18:5-28
ISSN:	1552-3993 1059-6011
DOI:	10.1177/1059601193181002
Popis:	This study involved analysis of incidents describing influence attempts from the perspective of an agent or a target. Influence behavior in the incidents was coded into nine influence tactics. A conceptual framework was presented to explain the selection and sequencing of tactics, and the model was used to derive specific hypotheses for individual tactics. Analysis of tactic combinations revealed that some tactics were used together much more often than others. Consistent with the model, some tactics were used more in initial influence attempts, and other tactics were used more in follow-up influence attempts. Differences in the use of tactics with subordinates, peers, and superiors were also consistent with the model, and the results verified directional differences found in earlier research with questionnaires.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::56a28bef261cd0a0ac2dadce5f970997 https://doi.org/10.1177/1059601193181002 Zobrazit plný text záznamu Plný text ve formátu PDF Plný text ve formátu HTML
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