陳家聲Chen, Chia-shen臺灣大學:商學研究所柯百佳Krushnisky, RebekahRebekahKrushnisky2010-06-012018-06-292010-06-012018-06-292008U0001-1311200814504400http://ntur.lib.ntu.edu.tw//handle/246246/184522本研究探討的是，在台灣能影響”影響策略”被感受有效程度的個別變數。一百九十八個經理人使用情境問卷，對於影響策略的被感受有效力逕行兩方向(向上級的及向下級的)評分。並且也使用社會信任問卷，對於社會信任作評分。結果支持影響技巧被分為兩組策略。基於理性的技巧被歸為同一個策略，稱為溫和的說服。而其它基於人際關係及壓力的技巧則被歸為第二個策略，稱為條件控制。雖然性別對於影響策略有效性的感受是相似的，但仍然有所差異。年齡對於影響策略有效性的感受是沒有差異的。而社會信任對於影響策略之選擇則沒有增加任何的解釋力。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.Table of Contentshesis Committee Approval Form……………………………………………….............iiibstract…………………………………………………………………………………..ivist of Figures……………………………………………………………………….........vist of Tables……………………………………………………………………..............vihapter 1 Introduction 1hapter 2 Literature Review 3.1 Overview of Influence Tactics 3.2 Effectiveness of Tactics 3.3 Higher Order Grouping of Tactics 5.4 Directional Differences in use of Tactics 7.5 Gender Differences in Tactic Usage 8.6 Social Beliefs 11hapter 3 Methodology 13.1 Participants 13hapter 4 Results & Discussion 16.1 Individual Tactics Ranking 16.2 Higher Order Strategies 18.3 Gender and Perceived Effectiveness of the Strategies 21.4 Effects of Gender of Influence Agent in Scenarios 25. 5 Results for Social Beliefs 26.6 Summary of Hypothesis Testing 29hapter 5 Conclusions 31.1 Key Findings 31.2 Implications of Findings 31.3 Limitations of Study 33.4 Future Research 34eferences 37ppendices 42ppendix 1: Miscellaneous Tables 42ppendix 2: Questionnaire 47application/pdf1861411 bytesapplication/pdfen-US影響策略影響技巧被感受有效程度性別台灣influence strategiesinfluence tacticsperceived effectivenessgenderTaiwanthesishttp://ntur.lib.ntu.edu.tw/bitstream/246246/184522/1/ntu-97-R94741063-1.pdf