[Influence pattern effectiveness].
Managers apply different influence tactics to get subordinates to perform their tasks. For a better understanding of the influence process dynamics, it has been recommended to consider the combination of different tactics instead of analyzing them separately. (Cialdini & Goldstein, 2004). The present study has analyzed the effectiveness of various influence tactics combinations used by superiors with their subordinates. We identified four influence patterns: hard pattern, rational pattern, active pattern and passive pattern. Pattern effectiveness was analyzed in terms of subordinates' satisfaction, commitment and well-being. We found that superiors who used a broader range of tactics were more effective than those using a single range of tactics. Practical implications are discussed.
Martínez Corts
Inés
I
Facultad de Psicología, Universidad Pablo Olavide, Sevilla, Spain. imarcor@upo.es
Munduate Jaca
Lourdes
L
Medina Díaz
Francisco José
FJ
D000328:Adult; D005260:Female; D006801:Humans; D007588:Job Satisfaction; D008297:Male; D009790:Occupations; D010559:Personnel Management; D011795:Surveys and Questionnaires