ERIC Number: EJ507822
Record Type: CIJE
Publication Date: 1995
Reference Count: 0
How Managers and Office Personnel Influence: A Comparison of Strategies with Implications for the Business Curriculum.
Mulcahy, Kevin F.; Moore, Richard W.
Journal of Education for Business, v70 n5 p263-67 May-Jun 1995
Profiles of Organizational Influence Strategies were completed by 529 office workers. Except for reason, they used all strategies (friendliness, bargaining, coalition, assertiveness, and authority) more than mangers did. Bargaining and authority were used more with coworkers than with managers; bargaining was used more for personal requests and coalition for organizational change requests. (SK)
Publication Type: Reports - Research; Journal Articles
Education Level: N/A
Authoring Institution: N/A