Task importance, feasibility, and agent influence behavior as determinants of target commitment
成果类型：
Article
署名作者：
Yukl, G; Kim, H; Chavez, C
署名单位：
State University of New York (SUNY) System; University at Albany, SUNY
刊物名称：
JOURNAL OF APPLIED PSYCHOLOGY
ISSN/ISSBN：
0021-9010
DOI：
10.1037/0021-9010.84.1.137
发表日期：
1999
页码：
137-143
关键词：
摘要：
Two content factors (issue importance and feasibility) were manipulated for agents in a 2 x 2 factorial experiment using a role-play exercise with 364 students in management courses. A path analysis provided support for the causal model, which specifies that agent perception of importance and feasibility affect the agent's influence behavior, which affects the target's perception of importance and feasibility, which affects the outcome of the influence attempt (target commitment to carry out the request). The study provides the first evidence that different forms of rational persuasion have independent effects and that target perception of issue importance and feasibility mediate the effect of agent influence behavior on target commitment.
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