ERIC Number: ED359482
Record Type: RIE
Publication Date: 1993-Apr
The Persuade Package Hypothesis: Further Evidence for an Influence Tactics Schema.
Aguinis, Herman; And Others
Researchers interested in social power in organizational contexts have focused on investigating whether situational factors affect people's preferences for types of influence tactics. The persuade package is defined as a small standard set of methods (influence tactics) that leads to a particular goal (persuade the target to do something). The hypothesis that the preference order for types of influence tactics is invariant across situations (Schank & Abelson, 1977; Rule, Bisanz, & Kohn, 1985) was examined in the context of downward influence by systematically varying (1) the type of job described, (2) the role identities of the actors, and (3) the goal of the actor attempting to influence the target. Also, a taxonomy of influence tactics other than the one generated by Rule et al. (1985) was used. Subjects, 154 undergraduate students, were given a questionnaire in mass testing sessions. Confirmatory factor analysis (LISREL VII) was utilized to examine whether different situations had an impact on the choice among four influence tactics (rationality, ingratiation, assertiveness, and exchange). As predicted, the likelihood and relative degree to which the four tactics would be used were similar across scenarios regardless of the specific features of the situation, providing further supportive evidence for the schema-based notion of a "persuade package." (BF)
Publication Type: Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Meeting of the Eastern Psychological Association (64th, Arlington, VA, April 16-18, 1993).