Perceived effectiveness of influence strategies among Hong Kong managers

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

doi:10.1007/s10490-006-9022-3

Perceived effectiveness of influence strategies among Hong Kong managers

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

^*Corresponding author for this work

Research output: Journal Publication › Article › peer-review

9 Citations (Scopus)

Abstract

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 language	English
Pages (from-to)	75-96
Number of pages	22
Journal	Asia Pacific Journal of Management
Volume	24
Issue number	1
DOIs	https://doi.org/10.1007/s10490-006-9022-3
Publication status	Published - Mar 2007
Externally published	Yes

Free Keywords

Hong Kong
Influence strategies

ASJC Scopus subject areas

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

Access to Document

10.1007/s10490-006-9022-3

Cite this

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title = "Perceived effectiveness of influence strategies among Hong Kong managers",

abstract = "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.",

keywords = "Hong Kong, Influence strategies",

author = "Leong, \{Joyce L.T.\} and Bond, \{Michael Harris\} and Fu, \{Ping Ping\}",

note = "Funding Information: The data were obtained from a project funded by the Research Grants Council of the Hong Kong SAR (1999/ 2000 CUHK4050/99H). We are grateful to Chan Wai for his valuable inputs in data analysis. J.L.T.Leong(*).M.H.Bond.P.P.Fu Department of Psychology, The Chinese University of Hong Kong, Shatin, N. T., Hong Kong S.A.R. e-mail: jltleong@psy.cuhk.edu.hk",

year = "2007",

month = mar,

doi = "10.1007/s10490-006-9022-3",

language = "English",

volume = "24",

pages = "75--96",

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AU - Bond, Michael Harris

AU - Fu, Ping Ping

N1 - Funding Information: The data were obtained from a project funded by the Research Grants Council of the Hong Kong SAR (1999/ 2000 CUHK4050/99H). We are grateful to Chan Wai for his valuable inputs in data analysis. J.L.T.Leong(*).M.H.Bond.P.P.Fu Department of Psychology, The Chinese University of Hong Kong, Shatin, N. T., Hong Kong S.A.R. e-mail: jltleong@psy.cuhk.edu.hk

PY - 2007/3

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N2 - 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.

AB - 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.

KW - Hong Kong

KW - Influence strategies

UR - https://www.scopus.com/pages/publications/33847422248

U2 - 10.1007/s10490-006-9022-3

DO - 10.1007/s10490-006-9022-3

M3 - Article

AN - SCOPUS:33847422248

SN - 0217-4561

VL - 24

SP - 75

EP - 96

JO - Asia Pacific Journal of Management

JF - Asia Pacific Journal of Management

IS - 1

ER -

Perceived effectiveness of influence strategies among Hong Kong managers

Abstract

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