Consequences of influence tactics used with subordinates, peers, and the boss.
通过问卷研究管理者九种影响策略对下属、同事和上司的任务承诺及管理者效能的影响，发现理性说服、感召和咨询最有效，而施压、联盟和合法化效果最差。
A field study was conducted to discover how a manager's use of nine different influence tactics is related to target task commitment and the manager's effectiveness.The variables were measured with a questionnaire filled out by subordinates, peers, and the boss of each manager.The most effective tactics were rational persuasion, inspirational appeal, and consultation; the least effective were pressure, coalition, and legitimating.Ingratiation and exchange were moderately effective for influencing subordinates and peers but were not effective for influencing superiors.Inspirational appeal, ingratiation, and pressure were used most in a downward direction; personal appeal, exchange, and legitimating were used most in a lateral direction; coalitions were used most in lateral and upward directions; and rational persuasion was used most in an upward direction.