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
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (2)

Downloads: (external link)
https://journals.sagepub.com/doi/10.1177/0972150918761086 (text/html)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:sae:globus:v:21:y:2020:i:2:p:567-585

DOI: 10.1177/0972150918761086

Access Statistics for this article

More articles in Global Business Review from International Management Institute
Bibliographic data for series maintained by SAGE Publications ().