When executives successfully influence peers: The role of target assessment, preparation, and tactics
研究了62个高管影响同级支持新举措的案例，发现目标评估与准备工作和策略选择相关，但准备工作与策略使用无关。对HR从业者有启示。
We examined 62 lateral influence episodes to more fully understand the process used by executives to gain the support of peers for new initiatives. Behavioral complexity theories (cf. Zaccaro, 2001) were used to formulate the research questions related to this study and interpret the results. Interestingly, target assessment factors were connected to certain preparation efforts and the use of specific influence tactics. Executives' preparation efforts, however, were not associated with influence tactic use. Implications for HR professionals and directions for research are discussed. © 2005 Wiley Periodicals, Inc.