Influence behaviors and employees' reactions: An empirical test among six societies based on a transactional-relational contract model
Publication in refereed journal

香港中文大學研究人員

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摘要Organizational and task commitment are central drivers of firm performance as they affect employees' willingness to exert effort for the organization. This paper argues that supervisors who consistently use socio-emotional and supportive influence strategies are likely to enhance subordinates' immediate commitment to the tasks as well as their psychological attachment to the organization. Drawing on the transactional-relational contracts framework, we develop and empirically examine the effects of supervisors' influence behaviors on two types of commitment. Data collected from 1150 respondents from China, Hong Kong, Taiwan, Germany, United States and Brazil provided support for the positive relationship between the persuasive influence strategy and both immediate task and organizational commitment. Exploratory analyses of the cultural differences in our sample reveal differences in assertive and relationship-based individual tactics. We thus identified potentially universally endorsed as well as culturally contingent influence tactics in predicting the two types of commitment. (c) 2012 Elsevier Inc. All rights reserved.
著者Chong MPM, Muethel M, Richards M, Ping P, Peng TK, Shang YF, Caldas MP
期刊名稱Journal of World Business
出版年份2013
月份7
日期1
卷號48
期次3
出版社Elsevier
頁次373 - 384
國際標準期刊號1090-9516
電子國際標準期刊號1878-5573
語言英式英語
關鍵詞A transactional-relational contracts model; Immediate task commitment; Influence strategies; Influence tactics; National culture; Organizational commitment
Web of Science 學科類別Business; BUSINESS; Business & Economics

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