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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