Effectiveness Of Influence Strategies Research Articles

자동차 제조업체의 영향전략이 호의에 대한 대리점의 신뢰와 갈등에 미치는 영향

자동차 제조업체의 영향전략이 호의에 대한 대리점의 신뢰와 갈등에 미치는 영향

Getting What You Want: The Role of Culture and Partner’s Needs in Predicting the Effectiveness of Influence in Negotiation

Consistent with a dynamic constructivist approach to culture, we propose the negotiation context activates a different set of needs for U.S. and Japanese negotiators. While both U.S. and Japanese negotiators have needs to be logical and to uphold social norms, we propose that the effectiveness of influence strategies will be explained more by a need for logic in U.S. negotiations and a need to uphold social norms in Japanese negotiations. We test our hypotheses with a sample of 15 U.S. and 15 Japanese dyads that negotiated a conflict simulation. Results indicate that the interaction between a negotiator's use of influence and the partner's underlying needs in predicting how much value negotiators claim is distinct in the U.S. and the Japanese culture. Findings offer extensions to existing theory on culture and negotiation and implications for managers in cross-cultural negotiation and conflict settings.

Using influence strategies to reduce marketing channel opportunism: The moderating effect of relational norms

In an empirical study of the North American lodging industry, we investigate the efficacy of influence strategies for managing opportunism in marketing channels. We posit that the effects of influence strategies upon opportunism are moderated by the extent to which relational norms characterize the channel exchange. The results support this moderating effect. In particular, we find that relational norms have an asymmetrical effect across coercive and noncoercive influence strategies. With high relational norms in the relationship, a channel member’s use of noncoercive influence strongly limits partner opportunism whereas the use of coercive influence exacerbates partner opportunism. In contrast, noncoercive influence intensifies and coercive influence mitigates partner opportunism under conditions of low relational norms. These findings offer first insights for curbing opportunism in marketing channel relationships with the simultaneous use of different socialization mechanisms.

The Effects of Influence Strategies on the Flexibility and Performances in Industrial Relationships

The Effects of Influence Strategies on the Flexibility and Performances in Industrial Relationships

Perceived effectiveness of influence strategies among Hong Kong managers

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.

The effects of influence strategies on dealer satisfaction and performance in Taiwan's motor industry

The studies of influence strategies in channel relationships have focused on western, individualistic countries. This study seeks to extend the empirical findings in Taiwan's motor industry to elucidate differences among diverse context. The results reveal that the promise strategy must be separated from coercive strategies and the request strategy must be separated from noncoercive strategies under the context of Taiwan's motor industry. Moreover, discrimination between economic and social satisfaction helps relationships between influence strategies and satisfaction and the effects of satisfaction on performance to be understood. The dealer's satisfaction is positively related to his performance, and social satisfaction is more important than economic satisfaction.

Influence strategies in organizational buying decisions

This study examines the effectiveness of seven influence strategies in influencing purchasing decision outcomes in the selection of the services of an advertising agency. Findings from 150 purchasing decisions provide an insight into the effectiveness of influence strategies. Managerial implications for both buyers and sellers are presented.

依頼の受容に及ぼす, 影響手段, 社会的勢力およびコストの効果

依頼の受容に及ぼす, 影響手段, 社会的勢力およびコストの効果