An Exploration of Influence Strategy Choice in Taiwan
Date Issued
2008
Date
2008
Author(s)
Krushnisky, Rebekah
Abstract
This study explored individual variables affecting the perceived effectiveness of influence strategies in Taiwan. One hundred ninety-eight managers rated the perceived effectiveness of influence strategies in two directions, upward and downward, using a scenario-based questionnaire, and rated social beliefs in a social beliefs questionnaire. Results supported a grouping of influence tactics into two higher order strategies. The reason based tactics were classified under one strategy, Gentle Persuasion, while the other tactics based on relationship and pressure were classified together into a second strategy, Contingent Control. Although the genders were similar in their perception of the effectiveness of influence strategies, differences were found as well. Age was not a differentiating variable in the perceived effectiveness of influence strategies. Social beliefs did not add any explanatory power to influence strategy choice.
Subjects
influence strategies
influence tactics
perceived effectiveness
gender
Taiwan
Type
thesis
File(s)![Thumbnail Image]()
Loading...
Name
ntu-97-R94741063-1.pdf
Size
23.32 KB
Format
Adobe PDF
Checksum
(MD5):0a5e307d61559d816abcb819f8921105