Choice of Influence Tactics: Effects of the Target Person’s Behavioural Patterns, Status and the Personality of the Influencer

Haifa Sun and Michael H. Bond

Chapter 11 in Management and Organizations in the Chinese Context, 2000, pp 283-302 from Palgrave Macmillan

Abstract: Abstract A model of influence tactics with two dimensions, contingent control and gentle persuasion, was tested with data from 372 Chinese managers. Status, target’s behaviour and influencer’s personality were measured; the Big Five personality dimensions and personality facets drawn from Chinese culture measured the latter. Personality was associated with tactics choice, with the Chinese facets explaining additional variance after effects of the Big Five were partialed out.

Keywords: Chinese Culture; Manipulation Check; Factor Inventory; Control Target; Target Person (search for similar items in EconPapers)
Date: 2000
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-51159-0_12

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DOI: 10.1057/9780230511590_12

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