Perceived effectiveness of influence strategies among Hong Kong managers |
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| Authors: | Joyce L T Leong Michael Harris Bond Ping Ping Fu |
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| Institution: | (1) Department of Psychology, The Chinese University of Hong Kong, Shatin, N. T., Hong Kong S.A.R. |
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| Abstract: | This study extended recent attempts to build a conceptual framework for the study of organizational influence behaviors. A
hundred and four Hong Kong managers rated the perceived effectiveness of 16 influence tactics in six scenarios, covering three
directions of influence—upward, downward, and lateral. Results consistently generated a two-dimensional model of basic strategies—the
more nurturing, conformity-inducing Gentle Persuasion (GP); and the more agentic, compliance-pressuring Contingent Control
(CC). A three-way interaction among these two strategies, the three influence directions, and gender was found, and the relationships
between the perceived effectiveness of these strategies and the managers’ social beliefs explored.
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| Keywords: | Influence strategies Hong Kong |
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