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Choice of Influence Tactics: Effects of the Target Person’s Behavioural Patterns, Status and the Personality of the Influencer

In: Management and Organizations in the Chinese Context

Author

Listed:
  • Haifa Sun
  • Michael H. Bond

Abstract

A model of influence tactics with two dimensions, contingent control and gentle persuasion, was tested with data from 372 Chinese managers. Status, target’s behaviour and influencer’s personality were measured; the Big Five personality dimensions and personality facets drawn from Chinese culture measured the latter. Personality was associated with tactics choice, with the Chinese facets explaining additional variance after effects of the Big Five were partialed out.

Suggested Citation

  • Haifa Sun & Michael H. Bond, 2000. "Choice of Influence Tactics: Effects of the Target Person’s Behavioural Patterns, Status and the Personality of the Influencer," Palgrave Macmillan Books, in: J. T. Li & Anne S. Tsui & Elizabeth Weldon (ed.), Management and Organizations in the Chinese Context, chapter 11, pages 283-302, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-51159-0_12
    DOI: 10.1057/9780230511590_12
    as

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