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ERIC Number: ED318064
Record Type: Non-Journal
Publication Date: 1986-Feb
Pages: 42
Abstractor: N/A
Reference Count: N/A
Influence and Compliance-gaining Strategies in Interpersonal Settings and Control and Influence Strategies in Organizational Settings: A Synthesis of the Literature.
Roiger, James F.; Hellweg, Susan A.
This research review integrates the major concerns of the research on power and compliance-gaining strategies and influence strategies in interpersonal and organizational relationships. The review: (1) identifies theories of social power; (2) identifies limited models of social influence; (3) delineates various conceptualizations of interpersonal compliance-gaining strategies; (4) summarizes the studies that have attempted to link influence and compliance-gaining strategies in interpersonal settings; (5) looks at recent studies on organizational power and control; (6) summarizes recent studies that have investigated control and influence strategies in organizations, including several that integrate interpersonal conceptualizations in the studies; (7) identifies some commonalities in the studies of the two settings; and (8) discusses implications for future research in both settings. Three tables of data are included; 49 references are attached. (KEH)
Publication Type: Speeches/Meeting Papers; Information Analyses
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A