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Workplace Persuasion: Conceptual Model, Development and Validation

Lalatendu Kesari Jena and Sajeet Pradhan

Global Business Review, 2020, vol. 21, issue 2, 567-585

Abstract: The purpose of the study is to present a conceptual definition and validate the structural dimensions of workplace persuasion. Applying both qualitative and quantitative approach, we found that workplace persuasion encompasses three distinct dimensions: reciprocation, cooperation and consensus. The quantitative approach followed in the study with two different sample sets confirm a 21-item workplace persuasion scale. The nomological, convergent and discriminant validity with other related constructs further establishes the intent and psychometric properties of the scale. Theoretical and practical implications of the study were discussed in light of the findings.

Keywords: Persuasion; reciprocation; cooperation; consensus; workplace (search for similar items in EconPapers)
Date: 2020
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DOI: 10.1177/0972150918761086

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