INFLUENCE TACTICS ACROSS TWELVE CULTURES
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香港中文大學研究人員

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摘要This chapter summarizes our current knowledge regarding use of managerial influence tactics in international settings, and reports the findings of a twelve-nation study on the relative effectiveness of different influence tactics in business organizations. Rational persuasion, consultation, collaboration and apprising were identified as effective tactics in all the countries. Giving gifts, socializing with the target, exerting pressure, and making influence attempts informally were rated low in effectiveness in all of the countries. Discriminant analysis confirmed that patterns of perceived effectiveness for the influence tactics can distinguish countries in a manner consistent with their known cultural values.
著者Kennedy JC, Fu PP, Yukl G
期刊名稱ADVANCES IN GLOBAL LEADERSHIP, VOL 7
出版年份2003
月份1
日期1
卷號3
出版社EMERALD GROUP PUBLISHING LIMITED
頁次127 - 147
電子國際標準書號978-0-7623-0866-8
國際標準期刊號1535-1203
語言英式英語
Web of Science 學科類別Business; Business & Economics; Management

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