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| Author: | Higgins, C.A. Judge, T.A. Ferris, G.R. |
| Title: | Influence tactics and work outcomes: a meta-analysis |
| Journal: | Journal of Organizational Behavior
2003 : FEB, VOL. 24:1, p. 89-106 |
| Index terms: | Organizational behaviour Human relations Employee communication Psychology |
| Language: | eng |
| Abstract: | Recent research on influence tactics has focused on the benefits accruing as a result of using such tactics. The current study utilizes meta-analytic techniques to estimate the true population correlations btw. various influence tactics and work-related outcomes. Results indicate that ingratiation and rationality have positive effects on work outcomes. Additional analyses suggest that these and other influence tactics have significant effects in certain situations and on specific work outcomes. |
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