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| Author: | Yukl, G. Chavez, C. Seifert, C.F. |
| Title: | Assessing the construct validity and utility of two new influence tactics |
| Journal: | Journal of Organizational Behavior
2005 : SEP, VOL 26:6, p. 705-725 |
| Index terms: | Organizational behaviour Individual behaviour Negotiation Effectiveness |
| Language: | eng |
| Abstract: | This paper assesses the construct validity (here as: const-val.) and relative effectiveness of two new influence tactics (here as: tcts.) with a field survey study, an incident study, and a laboratory experiment. The confirmatory factor analysis of data from the survey study indicated that collaboration and apprising were distinct from 9 proactive tcts. identified in earlier research. Additional evidence for const-val. was provided by a comparison of tcts. in terms of expected differences in influence outcomes, frequency of use, and differential use with subordinates and peers. |
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