The Persuade Package Hypothesis: Further Evidence for an Influence Tactics Schema.

Autor/inn/en	Aguinis, Herman; und weitere
Titel	The Persuade Package Hypothesis: Further Evidence for an Influence Tactics Schema.
Quelle	(1993), (16 Seiten) PDF als Volltext kostenfreie Datei Verfügbarkeit
Beigaben	Tabellen
Sprache	englisch
Dokumenttyp	gedruckt; online; Monographie
Schlagwörter	Tagungsbericht; Communication (Thought Transfer); Decision Making; Employer Employee Relationship; Organizational Communication; Performance Factors; Psychological Studies; Social Influences + Suchen Sie Ihr Suchwort? Communication; thought; Kommunikation; Gedanke; Decision-making; Entscheidungsfindung; Leistungsindikator; Sozialer Einfluss
Abstract	Researchers interested in social power in organizational contexts have focused on investigating whether situational factors affect people's preferences for types of influence tactics. The persuade package is defined as a small standard set of methods (influence tactics) that leads to a particular goal (persuade the target to do something). The hypothesis that the preference order for types of influence tactics is invariant across situations (Schank & Abelson, 1977; Rule, Bisanz, & Kohn, 1985) was examined in the context of downward influence by systematically varying (1) the type of job described, (2) the role identities of the actors, and (3) the goal of the actor attempting to influence the target. Also, a taxonomy of influence tactics other than the one generated by Rule et al. (1985) was used. Subjects, 154 undergraduate students, were given a questionnaire in mass testing sessions. Confirmatory factor analysis (LISREL VII) was utilized to examine whether different situations had an impact on the choice among four influence tactics (rationality, ingratiation, assertiveness, and exchange). As predicted, the likelihood and relative degree to which the four tactics would be used were similar across scenarios regardless of the specific features of the situation, providing further supportive evidence for the schema-based notion of a "persuade package." (BF)
Erfasst von	ERIC (Education Resources Information Center), Washington, DC
Update	2004/1/01