Strategies Used by US and UK Managers in External Relationships.

1 August 1987

journal article
Published by Academy of Management in Academy of Management Proceedings

Vol. 1987 (1) , 220-223
https://doi.org/10.5465/ambpp.1987.17534180

Abstract

Eighteen influence categories were identified from structured interviews with 74 managers. The same order of frequency of use for these 18 categories emerged from two different research approaches, and for managers (N = 251) in two different countries. Results revealed particular strategies that distinguish successful influence outcomes from unsuccessful ones.

Keywords

INFLUENCE (PSYCHOLOGY)
LEADERSHIP
EXECUTIVE ABILITY (MANAGEMENT)
EXECUTIVES
INDUSTRIAL RELATIONS
INDUSTRIES -- SOCIAL ASPECTS
STRATEGY
INDUSTRIAL SOCIOLOGY
RESEARCH -- METHODOLOGY
SUCCESS IN BUSINESS

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