| Author: | Yukl, G. Falbe, C.M. |
| Title: | Influence tactics and objectives in upward, downward, and lateral influence attempts |
| Journal: | Journal of Applied Psychology
1990 : APR, VOL. 75:2, p.132-140 |
| Index terms: | PSYCHOLOGY ORGANIZATIONAL PSYCHOLOGY |
| Language: | eng |
| Abstract: | The authors used both agent and target reports in an exploratory research on influence tactics and objectives in organizations. They found that direction of influence had a stronger effect on influence objectives than on influence tactics, consultation and persuasion were the tactics most frequently used. |
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