Antecedents of influence outcomes
成果类型：
Article
署名作者：
Yukl, G; Kim, H; Falbe, CM
刊物名称：
JOURNAL OF APPLIED PSYCHOLOGY
ISSN/ISSBN：
0021-9010
DOI：
10.1037/0021-9010.81.3.309
发表日期：
1996
页码：
309-317
关键词：
摘要：
Influence incidents described either by agents or targets were coded for the presence of 9 influence tactics, and the outcome was coded in terms of commitment, compliance, or resistance. Agent power and content factors for an incident were measured with a short questionnaire. This study is the first to show that influence tactics, agent power, and content factors independently affect influence outcomes. Target commitment was more likely when the request was important and enjoyable to implement, and the agent had strong referent power, used consultation, inspirational appeals, or a strong form of rational persuasion, and did not use pressure.
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