Influence tactics and effectiveness.
Journal of Social Psychology, The, October, 1993 by Brennan, Janice G.; Miller, Lynn E.; Seltzer, Joseph
THE MEASURES OF influence tactics developed by Kipnis, Schmidt, and Wilkinson (1980) have been the basis for many studies of organizational influence. However, only a few of these studies have examined the effectiveness of the various tactics for obtaining a target person's cooperation. Yukl and Tracey (1992) found socially desirable approaches, such as rational persuasion, to be associated with positive outcomes, and less socially desirable tactics, such as using demands or threats to pressure compliance, to be associated with poorer outcomes. In the present study we further explored the relative effectiveness of the various tactics.
Nineteen nurse managers and 32 of their subordinates from three hospitals in Philadelphia, Pennsylvania, completed questionnaires....
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