Perceived effectiveness of influence strategies among Hong Kong managers

Joyce L.T. Leong, Michael Harris Bond, Ping Ping Fu

Research output: Journal PublicationArticlepeer-review

9 Citations (Scopus)


This study extended recent attempts to build a conceptual framework for the study of organizational influence behaviors. A hundred and four Hong Kong managers rated the perceived effectiveness of 16 influence tactics in six scenarios, covering three directions of influence-upward, downward, and lateral. Results consistently generated a two-dimensional model of basic strategies-the more nurturing, conformity-inducing Gentle Persuasion (GP); and the more agentic, compliance-pressuring Contingent Control (CC). A three-way interaction among these two strategies, the three influence directions, and gender was found, and the relationships between the perceived effectiveness of these strategies and the managers' social beliefs explored.

Original languageEnglish
Pages (from-to)75-96
Number of pages22
JournalAsia Pacific Journal of Management
Issue number1
Publication statusPublished - Mar 2007
Externally publishedYes


  • Hong Kong
  • Influence strategies

ASJC Scopus subject areas

  • Business and International Management
  • Economics, Econometrics and Finance (miscellaneous)
  • Strategy and Management


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