Relational power and influence strategies: a step further in understanding power dynamics
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AbstractPurpose - The purpose of this study is to examine the existence of relational power which is derived from an indigenous Chinese construct guanxi. The authors also test the hypotheses of relational power with two well established power sources (position and personal power) and their relationships with influence strategies (persuasive, assertive and relationship-based).
All Author(s) ListChong MPM, Fu PP, Shang YF
Journal nameChinese Management Studies
Volume Number7
Issue Number1
Pages53 - 73
LanguagesEnglish-United Kingdom
KeywordsChina; Guanxi; Influence strategies; Management power; Power sources; Power-dependence theory; Relational power
Web of Science Subject CategoriesBusiness & Economics; Management; MANAGEMENT

Last updated on 2020-07-08 at 01:14