TY  - CHAP
AB  - This chapter summarizes our current knowledge regarding use of managerial influence tactics in international settings, and reports the findings of a twelve-nation study on the relative effectiveness of different influence tactics in business organizations. Rational persuasion, consultation, collaboration and apprising were identified as effective tactics in all the countries. Giving gifts, socializing with the target, exerting pressure, and making influence attempts informally were rated low in effectiveness in all of the countries. Discriminant analysis confirmed that patterns of perceived effectiveness for the influence tactics can distinguish countries in a manner consistent with their known cultural values.
VL  - 3
SN  - 978-0-76230-866-8, 978-1-84950-146-0/1535-1203
DO  - 10.1016/S1535-1203(02)03007-1
UR  - https://doi.org/10.1016/S1535-1203(02)03007-1
AU  - Kennedy Jeffrey C
AU  - Fu Ping-Ping
AU  - Yukl Gary
PY  - 2003
Y1  - 2003/01/01
TI  - INFLUENCE TACTICS ACROSS TWELVE CULTURES
T2  - Advances in Global Leadership
T3  - Advances in Global Leadership
PB  - Emerald Group Publishing Limited
SP  - 127
EP  - 147
Y2  - 2021/03/09
ER  -