Abstract
Studies of managers' persuasive communicating with key subordinates in American, British, and Australian firms suggest that reasoning is the most frequently used compliance-gaining strategy. A test of these findings with Japanese managers also found reasoning to be the most frequently used strategy. Compliance gaining through assertiveness and appeals to loyalty were positively associated with a manager's view of himself or herself as a “lifetime” employee. Findings were the same for both Japanese-owned and non-Japanese-owned firms in Japan.
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