Patterns of Influence Behavior for Managers
Patterns of Influence Behavior for Managers
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DOI：
10.1177/1059601193181002
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发表时间：
1993-03
影响因子：
4.8
通讯作者：
G. Yukl;Cecilia M. Falbe;J. Youn
中科院分区：
文献类型：
--
作者：
G. Yukl;Cecilia M. Falbe;J. Youn
本研究涉及的事件描述的影响企图从代理人或目标的角度进行分析。事件中的影响行为被编码为九种影响策略。提出了一个概念框架来解释战术的选择和排序，并使用该模型来推导出具体的假设，为个人的战术。对战术组合的分析表明，一些战术比其他战术更经常地一起使用。与该模型一致，一些策略在最初的影响尝试中使用得更多，而其他策略在后续的影响尝试中使用得更多。在使用的策略与下属，同行和上级的差异也与模型一致，结果验证了在早期的调查问卷研究中发现的方向性差异。
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.