ORGANIZATIONAL CULTURE AND THE USE OF INFLUENCE TACTICS BY MANAGERS

HERMAN STEENSMA
SJOUKJE JANSEN
CARINA VONK

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DOI: 10.2190/7VED-TN82-A3GF-49HY

Abstract

This study investigates the relationships between influence tactics of managers and organizational culture. Organizational members filled out questionnaires measuring four cultural values orientations (support, goals, innovation, rules), and nine influence tactics (consultation, ingratiation, inspirational appeals, rational persuasion, legitimating, pressure, exchange, personal appeals, coalition). Four hypotheses on the relationship between cultural orientation and use of influence tactics were tested and received mixed support.

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