Abstract
A model of influence tactics with two dimensions, contingent control and gentle persuasion, was tested with data from 372 Chinese managers. Status, target’s behaviour and influencer’s personality were measured; the Big Five personality dimensions and personality facets drawn from Chinese culture measured the latter. Personality was associated with tactics choice, with the Chinese facets explaining additional variance after effects of the Big Five were partialed out.
The authors wish to thank Drs Peter Smith, Jiing-Lih Farh, Kwok Leung and Darius Chan for their helpful comments at various stages of this research. We are grateful to Professors Jun Hu and Xiaoyang Tang, who are affiliated to two universities in Guangzhou, PRC, for providing us with access to respondents.
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Sun, H., Bond, M.H. (2000). Choice of Influence Tactics: Effects of the Target Person’s Behavioural Patterns, Status and the Personality of the Influencer. In: Li, J.T., Tsui, A.S., Weldon, E. (eds) Management and Organizations in the Chinese Context. Palgrave Macmillan, London. https://doi.org/10.1057/9780230511590_12
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DOI: https://doi.org/10.1057/9780230511590_12
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