Influence Tactics and Effectiveness

The relative effectiveness of the various influence tactics were explored in a study. Six influence tactics (ingratiation, bargaining, rational persuasion, assertiveness, appeal to higher authority and coalitions) were assessed with scales from Kipnis et al (1980). The study involved 19 nurse manage...

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Veröffentlicht in:	The Journal of social psychology 1993-10, Vol.133 (5), p.747-748
Hauptverfasser:	Brennan, Janice G., Miller, Lynn E., Seltzer, Joseph
Format:	Artikel
Sprache:	eng
Schlagworte:	Biological and medical sciences Fundamental and applied biological sciences. Psychology Indexing in process Management Nurses Occupational psychology Organization and management. Professional relation Psychology. Psychoanalysis. Psychiatry Psychology. Psychophysiology Social research
Online-Zugang:	Volltext
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Beschreibung
Zusammenfassung:	The relative effectiveness of the various influence tactics were explored in a study. Six influence tactics (ingratiation, bargaining, rational persuasion, assertiveness, appeal to higher authority and coalitions) were assessed with scales from Kipnis et al (1980). The study involved 19 nurse managers and 32 of their subordinates.
ISSN:	0022-4545 1940-1183
DOI:	10.1080/00224545.1993.9713933