A validity generalization procedure to test relations between intrinsic and extrinsic motivation and influence tactics.
The relations of intrinsic and extrinsic motivation with use of consultative, legitimating, and pressure influence tactics were examined using validity generalization procedures. 5 to 7 field studies with cumulative samples exceeding 800 were used to test each relationship. Significance was found for relation between agents' intrinsic motivation and their use of consultative influence tactics and agents' extrinsic motivation and their use of legitimating influence tactics.
Barbuto
John E
JE
University of Nebraska-Lincoln, 68583-0709, USA. jbarbuto@unl.edu
Moss
Jennifer A
JA
D006801:Humans; D009042:Motivation; D015203:Reproducibility of Results; D012919:Social Behavior; D012930:Social Dominance; D011795:Surveys and Questionnaires