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"Interpersonal influence"
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Influence tactics and work outcomes: a meta-analysis
Recent research on influence tactics has focused on the benefits that accrue as a result of using such tactics. The current study utilizes meta-analytic techniques to estimate the true population correlations between 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.
Journal Article
Culturally Contingent Situated Cognition: Influencing Other People Fosters Analytic Perception in the United States but Not in Japan
Interpersonal influence and interpersonal adjustment play crucial roles in structuring social interactions. However, not much is known about whether their consequences are culturally contingent. We hypothesized that in order to effectively influence others, people need to employ a perceptual style that serves their cultural imperative. Specifically, we predicted that in the United States, interpersonal influence fosters an analytic, context-independent perceptual style that helps people focus on their goal; however, in Japan, where the cultural imperative is to attend to other people and fit into social contexts, this pattern may be absent or reversed. In two studies, we tested this hypothesis by measuring interpersonal interactions (Study I) and then by manipulating interpersonal interactions (Study 2). Overall, the findings support a culturally contingent situated-cognition approach, which highlights not only interpersonal underpinnings of perceptual styles but also the role that culture plays in ascribing meaning to interpersonal interactions.
Journal Article
The Influence of Green Viral Communications on Green Purchase Intentions: The Mediating Role of Consumers’ Susceptibility to Interpersonal Influences
This paper aims to incorporate the diffusion of innovation theory and conformity theory to explain consumers’ green purchase intentions. To this end, a conceptual model has been proposed and subjected to empirical verification with the use of a survey method. Using a sample of Taiwanese consumers who had the actual purchase experience of green detergents, this study employed structural equation modeling to verify the hypothesis proposed. The empirical results suggested that green viral communication was positively related to normative interpersonal influence, informational interpersonal influence and green purchase intention. Informational interpersonal influence also had a positive impact on green purchase intention. However, the relationship between consumer’s normative interpersonal influence and green purchase intention was not supported. Thus, this study concludes that green marketers must strengthen their green viral communications skills to enhance consumers’ purchase intentions. In addition, this study also contributes to the literature by stating that consumers’ susceptibility to informational interpersonal relationships is an important mediator in the green viral communication and green purchase intentions relationship. This study discusses implications of the findings and research limitations at the end of the paper.
Journal Article
Think like a spy : master the art of influence and build life-changing alliances
Every day, intelligence officers achieve the unimaginable. They persuade people to share classified secrets with them. To become traitors, in fact. And their targets do it willingly, despite the risk of imprisonment, torture and, even, execution. Spies achieve this thanks to their structured use of nine secret skills of espionage. In 'Think Like a Spy', you'll learn these techniques and how to adapt them for effective and ethical use in your own life.
BOOK
I’m Not Mopping the Floors, I’m Putting a Man on the Moon
It is assumed that leaders can boost the motivation of employees by communicating the organization’s ultimate aspirations, yet evidence on the effectiveness of this tactic is equivocal. On some occasions, it causes employees to view their work as more meaningful. At other times, it causes them to become dispirited. These inconsistent findings may in part be explained by a paradox: the very features that make ultimate aspirations meaningful—their breadth and timelessness—undermine the ability of employees to see how their daily responsibilities are associated with them. To understand how leaders can help employees resolve this paradox, I analyzed archival evidence to explore the actions of President John F. Kennedy when leading NASA in the 1960s. I found that Kennedy enacted four sensegiving steps, each of which helped employees see a stronger connection between their work and NASA’s ultimate aspirations. When this connection was strongest, employees construed their day-to-day work not as short-term tasks (\"I’m building electrical circuits\") but as the pursuit of NASA’s long-term objective (\"I’m putting a man on the moon\") and the aspiration this objective symbolized (\"I’m advancing science\"). My findings redirect research by conceptualizing leaders as architects who motivate employees most effectively when they provide a structural blueprint that maps the connections between employees’ everyday work and the organization’s ultimate aspirations.
Journal Article
The turn-on : how the powerful make us like them-- from Washington to Wall Street to Hollywood
\"What makes us love Ellen DeGeneres and hate Anne Hathaway? How do politicians move away from policy talk and connect with their voters? Activist and former producer Steven Goldstein breaks down the industry of creating likability and how public figures manufacture their image\"-- Provided by publisher.
Book
“Standing out” and “fitting in”: understanding inspiration value of masstige in an emerging market context
Purpose
This study aims to investigate the role of middle-class consumers’ need for uniqueness (CNFU), consumer susceptibility to interpersonal influence (CSII), inspiration and behavioral intentions toward masstige products. Specifically, this study examines the differential effects of CNFU dimensions, the underlying mechanism of consumer inspiration and the moderating role of CSII in the purchase intentions toward masstige products.
Design/methodology/approach
Two studies were carried out to test the proposed relationships. Study 1 examines the differential effect of CNFU dimensions and the mediating role of consumer inspiration for data collected from Tier 1 cities in India. Study 2 replicated Study 1 findings for the jewelry masstige products and tested the moderating role of CSII for data collected from Tier 2 cities. Structural equation modeling was used to test the proposed hypotheses.
Findings
The study findings confirm the differential effects of CNFU dimensions on inspiration and its mediating role in masstige products’ purchase intentions. Furthermore, the study found that CSII moderates the effect of CNFU dimensions on inspiration toward masstige (jewelry) purchase intentions. Status does not determine masstige purchase intention.
Research limitations/implications
The present study was carried out in the emerging market of India. Future studies should replicate the study findings in other emerging markets.
Practical implications
The study findings have important implications for marketers of masstige brands in developing effective marketing strategies in the emerging markets.
Originality/value
The study is among the few studies to investigate the differential role of CNFU dimensions and inspiration for masstige brands in an emerging market context.
Journal Article