Assessing the construct validity and utility of two new influence tactics
通过现场调查、事件研究和实验室实验，验证了两种新影响策略（协作与告知）的构念效度，并比较了它们与九种已有策略在效果、使用频率及对象差异上的表现。
Abstract Progress in developing theories of interpersonal influence depends on the identification of meaningful and measurable constructs for classifying influence behavior. We assessed the construct validity and relative effectiveness of two new influence tactics with a field survey study, an incident study, and a laboratory experiment. The confirmatory factor analysis of data from the survey study indicated that collaboration and apprising were distinct from nine proactive tactics identified in earlier research. Additional evidence for construct validity was provided by a comparison of tactics in terms of expected differences in influence outcomes, frequency of use, and differential use with subordinates and peers. Managers who understand the differences among the tactics will be more effective in influencing people in organizations. Copyright © 2005 John Wiley & Sons, Ltd.