The Use of Influence Tactics in Constructive Change Processes

• Published in: European journal of work and organizational psychology Vol. 7; no. 2; pp. 179 - 196
• Main Authors: BENNEBROEK GRAVENHORST, K. M, BOONSTRA, J. J
• Format: Journal Article
• Language: English
• Published: Basingstoke Taylor & Francis Group 01.06.1998; Taylor and Francis
• Subjects: Biological and medical sciences; Fundamental and applied biological sciences. Psychology; Netherlands; Occupational psychology; Organization and management. Professional relation; Organizational Change; Organizational Power; Psychology. Psychoanalysis. Psychiatry; Psychology. Psychophysiology; Social Influence; Human; Social influence; Occupational environment; Social interaction; Social power; Professional relation; Strategy; Change; Persuasion

The use of nine influence tactics by four groups in organizations in constructive change processes was investigated in a field study with 479 participants. Data were collected with a Dutch version of Yukl's Influence Behaviour Questionnaire. The frequency with which line managers, staff special...