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Perceived effectiveness of influence strategies among Hong Kong managers

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Abstract

This study extended recent attempts to build a conceptual framework for the study of organizational influence behaviors. A hundred and four Hong Kong managers rated the perceived effectiveness of 16 influence tactics in six scenarios, covering three directions of influence—upward, downward, and lateral. Results consistently generated a two-dimensional model of basic strategies—the more nurturing, conformity-inducing Gentle Persuasion (GP); and the more agentic, compliance-pressuring Contingent Control (CC). A three-way interaction among these two strategies, the three influence directions, and gender was found, and the relationships between the perceived effectiveness of these strategies and the managers’ social beliefs explored.

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Authors and Affiliations

  1. Department of Psychology, The Chinese University of Hong Kong, Shatin, N. T., Hong Kong S.A.R.

    Joyce L. T. Leong, Michael Harris Bond & Ping Ping Fu

Authors
  1. Joyce L. T. Leong
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  2. Michael Harris Bond
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  3. Ping Ping Fu
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Corresponding author

Correspondence to Joyce L. T. Leong.

Additional information

The data were obtained from a project funded by the Research Grants Council of the Hong Kong SAR (1999/2000 CUHK4050/99H). We are grateful to Chan Wai for his valuable inputs in data analysis.

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Leong, J.L.T., Bond, M.H. & Fu, P.P. Perceived effectiveness of influence strategies among Hong Kong managers. Asia Pacific J Manage 24, 75–96 (2007). https://doi.org/10.1007/s10490-006-9022-3

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  • DOI: https://doi.org/10.1007/s10490-006-9022-3

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