Patterns of Influence Behavior for Managers
分析了管理者在影响他人时使用的九种策略，发现不同策略在初次和后续尝试中的使用频率不同，且对下属、同级和上级的策略选择也有差异。
This study involved analysis of incidents describing influence attempts from the perspective of an agent or a target. Influence behavior in the incidents was coded into nine influence tactics. A conceptual framework was presented to explain the selection and sequencing of tactics, and the model was used to derive specific hypotheses for individual tactics. Analysis of tactic combinations revealed that some tactics were used together much more often than others. Consistent with the model, some tactics were used more in initial influence attempts, and other tactics were used more in follow-up influence attempts. Differences in the use of tactics with subordinates, peers, and superiors were also consistent with the model, and the results verified directional differences found in earlier research with questionnaires.