Influence pattern effectiveness |
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Authors: | Martínez Corts Inés Munduate Jaca Lourdes Medina Díaz Francisco José |
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Institution: | Facultad de Psicología, Universidad Pablo Olavide, Sevilla, Spain. imarcor@upo.es |
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Abstract: | 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. |
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