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Applying an eMASS Customization Program as a Research Tool to Evaluate Consumer Benefits

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[Influence pattern effectiveness].

Inés Martínez Corts¹, Lourdes Munduate Jaca, Francisco José Medina Díaz

¹Facultad de Psicología, Universidad Pablo Olavide, Sevilla, Spain. imarcor@upo.es

|August 5, 2008

Summary

This summary is machine-generated.

Using a wider range of influence tactics is more effective for managers. Combining different tactics boosts subordinate satisfaction, commitment, and well-being compared to single-tactic approaches.

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Area of Science:

Organizational Behavior
Management Science

Context:

Managers utilize various influence tactics to guide subordinate task performance.
Previous research suggests analyzing combinations of tactics offers deeper insights into influence dynamics.

Purpose:

To analyze the effectiveness of different influence tactics combinations employed by superiors.
To identify distinct influence patterns and evaluate their impact on subordinates.

Summary:

Four influence patterns were identified: hard, rational, active, and passive.
Effectiveness was measured by subordinate satisfaction, commitment, and well-being.
Superiors employing a broader spectrum of tactics demonstrated greater effectiveness than those using a single tactic.

Impact:

Findings suggest that varied influence strategies enhance subordinate outcomes.
Provides practical implications for managers seeking to optimize influence effectiveness.
Highlights the importance of tactical diversity in leadership for improved employee relations.