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Putting upward influence strategies in context.

Subjects: *STRATEGIC planning; *COALITIONS; PERSONALITY

• Source: Journal of Organizational Behavior. Jan1997, Vol. 18 Issue 1, p17-42. 26p.

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Toward an Understanding of the Choice of Influence Tactics: The Impact of Power.

• Authors : Mallalieu, Lynnea¹; Faure, Corinne¹

Subjects: *POWER (Social sciences); *QUESTIONNAIRES; *AUTHORITY

• Source: Advances in Consumer Research. 1998, Vol. 25 Issue 1, p407-414. 8p.

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Salesperson Influence on Product Development: Insights from a Study of Small Manufacturing Organizations.

• Authors : Joshi, Ashwin W¹

Subjects: *SALES personnel; *PRODUCT management research; *PRODUCT improvement

• Source: Journal of Marketing. Jan2010, Vol. 74 Issue 1, p94-107. 14p. 1 Diagram, 2 Charts.

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Process, Organizational, Relational, and Personal Determinants of Managerial Compliance-gaining Communication Strategies.

• Authors : Sullivan, Jeremiah J.¹; Albrecht, Terrance L.¹; Taylor, Sully¹

Subjects: *LEGAL compliance; *COMMUNICATION; *MANAGEMENT

• Source: Journal of Business Communication. Fall90, Vol. 27 Issue 4, p331-355. 25p. 1 Diagram, 4 Charts.

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Conformity as a Function of Confidence in Self and Confidence in Partner.

• Authors : Rosenberg, Leon A.¹

Subjects: *LEGAL compliance; CONFORMITY; ATTITUDE (Psychology)

• Source: Human Relations. May63, Vol. 16 Issue 2, p131-139. 9p. 2 Graphs.

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Gendered Influence: A Gender Role Perspective on the Use and Effectiveness of Influence Tactics.

• Authors : Smith, Alexis N.; Watkins, Marla B.; Burke, Michael J.

Subjects: *INTERPERSONAL relations; GENDER role; META-analysis

• Source: Journal of Management. Jul2013, Vol. 39 Issue 5, p1156-1183. 28p.

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What We Think We Do (to Each Other): How Personality Can Bias Behavior Schemas Through the Projection of If-Then Profiles.

• Authors : Kammrath, Lara K.¹

Subjects: *INTERPERSONAL relations; *EXPECTATION (Psychology); PERSONALITY

• Source: Journal of Personality & Social Psychology. Oct2011, Vol. 101 Issue 4, p754-770. 17p.

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UPWARD AND DOWNWARD INFLUENCE TACTICS IN MANAGERIAL NETWORKS: A COMPARATIVE STUDY OF HONG KONG CHINESE AND AMERICANS.

• Authors : John R. Schermerhorn Jr¹; Michael H. Bond²

Subjects: *MANAGEMENT; *ORGANIZATIONAL behavior; *ORGANIZATIONAL sociology

• Source: Asia Pacific Journal of Management. Oct1991, Vol. 8 Issue 2, p147-158. 12p.

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Methods of Upward Influence, Motivational Needs, and Administrators9 Perceptions of Their Supervisors' Leadership Styles.

• Authors : Chacko, Harsha E.¹

Subjects: *EMPLOYEE motivation; *SUPERVISORS; *LEADERSHIP

• Source: Group & Organization Studies. Sep90, Vol. 15 Issue 3, p253-265. 13p. 4 Charts.

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