Persuasion strategies for physician executives: Part I--Influencing superiors.
Little is known about the way physicians function as managers in influence situations. In an effort to fill this gap in the literature and to illuminate how a "target's" communication style affects "agents" strategic decisions, this study examined 222 physician executives' choices of compliance-gaining strategies when seeking to influence superiors who communicate with them in attractive and unattractive styles.
Garko
M G
MG
Department of Communication, University of South Florida, Tampa.
D001291:Attitude of Health Personnel; D005069:Evaluation Studies as Topic; D006801:Humans; D007400:Interprofessional Relations; D010565:Persuasive Communication; D008486:Physician Executives / Q000523:psychology*; D011795:Surveys and Questionnaires; D014481:United States