TY - JOUR
T1 - Perceived effectiveness of influence strategies among Hong Kong managers
AU - Leong, Joyce L.T.
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
Y1 - 2007/3
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 - http://www.scopus.com/inward/record.url?scp=33847422248&partnerID=8YFLogxK
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 -