What is the least effective influence tactic?

journal article

Consequences for Managers of Using Single Influence Tactics and Combinations of Tactics

The Academy of Management Journal

Vol. 35, No. 3 [Aug., 1992]

, pp. 638-652 [15 pages]

Published By: Academy of Management

//doi.org/10.2307/256490

//www.jstor.org/stable/256490

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Abstract

The study involved analyses of incidents described from the perspective of the targets of influence attempts. We coded influence behavior in the incidents into nine tactics and classified outcomes as commitment, compliance, or resistance. Hypotheses were developed to explain the outcome of each tactic used alone and in combination. The findings supported most of the hypotheses. The most effective tactics were inspirational appeals and consultation. The least effective were pressure, legitimating, and coalition tactics. Intermediate in effectiveness were rational persuasion, ingratiation, personal appeals, and exchange tactics. "Hard" tactics were generally less effective than "soft" tactics. The outcomes of tactic combinations depended mostly on the potency of the component tactics.

Journal Information

The Academy of Management Journal presents cutting edge research that provides readers with a forecast for new management thoughts and techniques. All articles published in the journal must make a strong empirical and/or theoretical contribution. All empirical methods including [but not limited to] qualitative, quantitative, or combination methods are represented. Articles published in the journal are clearly relevant to management theory and practice and identify both a compelling practical management issue and a strong theoretical framework for addressing it. For more than 40 years the journal has been recognized as indispensable reading for management scholars. The journal has been cited in such forums as The Wall Street Journal, The New York Times, The Economist and The Washington Post. The journal is published six times per year with a circulation of 15,000.

Publisher Information

The Academy of Management [the Academy; AOM] is a leading professional association for scholars dedicated to creating and disseminating knowledge about management and organizations. The Academy's central mission is to enhance the profession of management by advancing the scholarship of management and enriching the professional development of its members. The Academy is also committed to shaping the future of management research and education. Founded in 1936, the Academy of Management is the oldest and largest scholarly management association in the world. Today, the Academy is the professional home for more than 18290 members from 103 nations. Membership in the Academy is open to all individuals who find value in belonging.

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