A presente pesquisa investigou os processos de influência em organizações, que são importantes para compreender como os gestores motivam seus subordinados; como as decisões são tomadas nas organizações; como os administradores obtêm cooperação de colegas sobre os quais eles não têm autoridade e como os administradores influenciam os superiores para obter apoio e recursos necessários. O objetivo principal foi verificar os efeitos de gênero e nível hierárquico no uso da influência interpessoal em ambiente organizacional. O instrumento usado foi o IBQ (Influence Behavior Questionnaire), um questionário de táticas de influência elaborado por Gary Yukl (State University of New York - Albany), que contém breves descrições de onze táticas (Persuasão Racional, Ser Inspirador, Consulta, Troca, Legitimação, Pressão, Apelos Pessoais, Coalizão, Ser Agradável, Informação e Colaboração) e campos para que os participantes (agentes) preenchessem, separadamente para subordinados, pares e chefes, com que freqüência eles as usavam no ambiente de trabalho. A resposta nesses campos podia variar de 1 (Eu não lembro de jamais ter usado esta tática) a 5 (Eu utilizo esta tática freqüentemente). Esse procedimento foi chamado auto-avaliação. Em seguida, realizou-se a heteroavaliação, realizada através da internet, na qual se pedia aos colegas de trabalho (alvos) dos participantes que respondessem a um questionário semelhante, avaliando a freqüência de uso, pelo agente, das mesmas táticas de influência. Além da freqüência de uso das táticas de influência pelo agente, pedia-se aos alvos que avaliassem a sua efetividade ao exercer influência, o seu desempenho no trabalho e a qualidade do relacionamento entre ambos, medidas de 1 a 7. A amostra foi constituída por 141 agentes e 274 alvos (subordinados, pares e chefes dos agentes). Análises fatoriais indicaram que o IBQ foi adequado para aplicação na amostra estudada. Observou-se, na presente pesquisa que a variável com maior efeito sobre o uso médio das táticas de influência foi a diferença de hierarquia entre agentes e alvos. Não foi observado efeito significativo de gênero sobre média de uso das táticas. No entanto, o gênero teve efeito na percepção de uso das táticas de influência, pois observou-se que os agentes homens relataram maior uso de quase todas as táticas, quando comparados aos seus alvos; as mulheres, por sua vez, tenderam a avaliar-se de forma semelhante à avaliação realizada por seus alvos. A tática mais usada foi persuasão racional, responsável em grande parte pela efetividade da influência, desempenho no trabalho e qualidade do relacionamento, principalmente quando usada em direção ascendente. A generalização dos resultados do presente estudo provê evidências da efetividade das táticas de influência em direção aos níveis hierárquicos. Além disso, foram observadas diferenças entre a auto e a heteroavaliação, sugerindo a importância de se realizarem ambas as análises nas pesquisas futuras. / The present research examined the processes of influence in organizations, which are important to comprehend how managers motivate their subordinates; how decisions are made in organizations; how business managers obtain cooperation from people over whom they have no authority and how managers influence their superiors in order to obtain support and necessary resources. The main purpose as to verify the gender effects and hierarchical level in the use of interpersonal influence in organizational environment. The method applied was the IBQ (Influence Behavior Questionnaire), a questionnaire of the tactics of influence developed by Gary Yukl (State University of New York - Albany), which contain brief descriptions of eleven tactics (Rational Persuasion, Inspirational Appeals, Consulation, Exchange, Legitimation, Pressure, Personal Appeals, Coalition, Ingratiation, Information and Collaboration) and fields for participants (agents) to fulfill, separately for subordinates, peers and superiors, how frequently they used each tactic in the work place. The answers in these fields could vary from 1 (I don\'t remember ever using that tactic) to 5 (I use this tactic frequently). This procedure was called self-report evaluation. Next, a heteroevaluation was realised, through the internet, in which participants\' co-workers (targets) were asked to answer a similar questionnaire, which evaluate how frequently the agent use the same influence tactics. In addition to identify the tactics used most often by the agent, targets were asked to evaluate the agent effectiveness while exercising influence, its performance art work and the quality of the relationship between both, measures from 1 to 7. The sample was built by 141 agents and 274 targets (agents\' subordinates, peers and superiors). Factorial analysis indicated that the IBQ was adequate for application in the studied sample. In the present research it was observed that the most effective variable on the average use of influence tactics was the hierarchic difference between agents and targets. A significant effect of gender upon average use of tactics was not observed. Nonetheless, gender was effective in the perception of influence tactics use, for it was observed that male agents reported greater usage of almost all the tactics when compared to their targets; female agents, on the other hand, tended to evaluate themselves similarly to the evaluation conducted by their targets. The most used tactic was rational persuasion, greatly responsible for the effectiveness of the influence, work performance and relationship quality, mainly when used in upward influence attempts. The generalization of results on the present study provides evidence of the efectiveness of influence tactics towards the hierarchic levels. Moreover, differences between the self and the hetero evaluations were observed, suggesting the importance of conducting both analysis in future research.

A presente pesquisa investigou os processos de influência em organizações, que são importantes para compreender como os gestores motivam seus subordinados; como as decisões são tomadas nas organizações; como os administradores obtêm cooperação de colegas sobre os quais eles não têm autoridade e como os administradores influenciam os superiores para obter apoio e recursos necessários. O objetivo principal foi verificar os efeitos de gênero e nível hierárquico no uso da influência interpessoal em ambiente organizacional. O instrumento usado foi o IBQ (Influence Behavior Questionnaire), um questionário de táticas de influência elaborado por Gary Yukl (State University of New York - Albany), que contém breves descrições de onze táticas (Persuasão Racional, Ser Inspirador, Consulta, Troca, Legitimação, Pressão, Apelos Pessoais, Coalizão, Ser Agradável, Informação e Colaboração) e campos para que os participantes (agentes) preenchessem, separadamente para subordinados, pares e chefes, com que freqüência eles as usavam no ambiente de trabalho. A resposta nesses campos podia variar de 1 (Eu não lembro de jamais ter usado esta tática) a 5 (Eu utilizo esta tática freqüentemente). Esse procedimento foi chamado auto-avaliação. Em seguida, realizou-se a heteroavaliação, realizada através da internet, na qual se pedia aos colegas de trabalho (alvos) dos participantes que respondessem a um questionário semelhante, avaliando a freqüência de uso, pelo agente, das mesmas táticas de influência. Além da freqüência de uso das táticas de influência pelo agente, pedia-se aos alvos que avaliassem a sua efetividade ao exercer influência, o seu desempenho no trabalho e a qualidade do relacionamento entre ambos, medidas de 1 a 7. A amostra foi constituída por 141 agentes e 274 alvos (subordinados, pares e chefes dos agentes). Análises fatoriais indicaram que o IBQ foi adequado para aplicação na amostra estudada. Observou-se, na presente pesquisa que a variável com maior efeito sobre o uso médio das táticas de influência foi a diferença de hierarquia entre agentes e alvos. Não foi observado efeito significativo de gênero sobre média de uso das táticas. No entanto, o gênero teve efeito na percepção de uso das táticas de influência, pois observou-se que os agentes homens relataram maior uso de quase todas as táticas, quando comparados aos seus alvos; as mulheres, por sua vez, tenderam a avaliar-se de forma semelhante à avaliação realizada por seus alvos. A tática mais usada foi persuasão racional, responsável em grande parte pela efetividade da influência, desempenho no trabalho e qualidade do relacionamento, principalmente quando usada em direção ascendente. A generalização dos resultados do presente estudo provê evidências da efetividade das táticas de influência em direção aos níveis hierárquicos. Além disso, foram observadas diferenças entre a auto e a heteroavaliação, sugerindo a importância de se realizarem ambas as análises nas pesquisas futuras. / The present research examined the processes of influence in organizations, which are important to comprehend how managers motivate their subordinates; how decisions are made in organizations; how business managers obtain cooperation from people over whom they have no authority and how managers influence their superiors in order to obtain support and necessary resources. The main purpose as to verify the gender effects and hierarchical level in the use of interpersonal influence in organizational environment. The method applied was the IBQ (Influence Behavior Questionnaire), a questionnaire of the tactics of influence developed by Gary Yukl (State University of New York - Albany), which contain brief descriptions of eleven tactics (Rational Persuasion, Inspirational Appeals, Consulation, Exchange, Legitimation, Pressure, Personal Appeals, Coalition, Ingratiation, Information and Collaboration) and fields for participants (agents) to fulfill, separately for subordinates, peers and superiors, how frequently they used each tactic in the work place. The answers in these fields could vary from 1 (I don\'t remember ever using that tactic) to 5 (I use this tactic frequently). This procedure was called self-report evaluation. Next, a heteroevaluation was realised, through the internet, in which participants\' co-workers (targets) were asked to answer a similar questionnaire, which evaluate how frequently the agent use the same influence tactics. In addition to identify the tactics used most often by the agent, targets were asked to evaluate the agent effectiveness while exercising influence, its performance art work and the quality of the relationship between both, measures from 1 to 7. The sample was built by 141 agents and 274 targets (agents\' subordinates, peers and superiors). Factorial analysis indicated that the IBQ was adequate for application in the studied sample. In the present research it was observed that the most effective variable on the average use of influence tactics was the hierarchic difference between agents and targets. A significant effect of gender upon average use of tactics was not observed. Nonetheless, gender was effective in the perception of influence tactics use, for it was observed that male agents reported greater usage of almost all the tactics when compared to their targets; female agents, on the other hand, tended to evaluate themselves similarly to the evaluation conducted by their targets. The most used tactic was rational persuasion, greatly responsible for the effectiveness of the influence, work performance and relationship quality, mainly when used in upward influence attempts. The generalization of results on the present study provides evidence of the efectiveness of influence tactics towards the hierarchic levels. Moreover, differences between the self and the hetero evaluations were observed, suggesting the importance of conducting both analysis in future research.

The purpose of this study was to investigate the interpersonal influences which Bohumil Makovsky, Director of Bands and Chairman of the Music Department at Oklahoma A&M College from 1915 to 1943, had on his students and peers, as confirmed through the perceptions of selected individuals, and to determine what personal characteristics and means he drew upon to induce changes in his students and peers.

This empirical study investigated how interpersonal influences (normative receptiveness and informative influences) and impersonal influences differ across different population groups in terms of status consumption of clothing brands. The theory of consumer socialisation directed the study and was used to describe consumers’ susceptibility to interpersonal and impersonal influences by encompassing its two major components: the learning processes and socialisation agents. The interpersonal influences, normative receptiveness and informative influences together with the impersonal influences were included in the conceptual framework and hypotheses. The theory of consumer socialisation was selected as it provides a suitable framework to explain how consumers are socialised over time through interpersonal and impersonal agents so that they come to prefer or purchase certain products such as status clothing brands. A survey research design was followed. Data were collected with a structured self-administered questionnaire, developed from existing scales. Non-probability sampling techniques, convenience and quota sampling were used to include an appropriate sample size. Trained field workers distributed the questionnaire to the target population in suburbs in Tshwane. A total of 1014 (N=1014) usable questionnaires were completed. The sample consisted of males and females living in Tshwane, 19 years and older from all population groups. The data were captured and coded and then analysed with the help of a statistician who made use of descriptive and inferential statistics. The EFA retained three factors: normative receptiveness, impersonal influences and informative influences. The results from the CFA confirmed that the measurement model fit was good. Subsequently, GLMs were performed to assess if differences exist in interpersonal and impersonal influences across the different population groups’ status consumption of clothing brands. The findings showed that normative receptiveness, informative and impersonal influences had a statistically significant effect on the status consumption of clothing brands. From the three independent factors, normative receptiveness had the greatest effect on status consumption and showed significant difference across population groups when factoring in gender, education, age and income into the GLM models. Impersonal influences showed minor significant differences across population groups’ status consumption when gender was considered in the GLM model. Even though informative influences affected status consumption, no significant differences could be found across the different population groups when factoring in demographic factors. Findings can be useful for retailers and marketers to direct their market segmentation strategies and target consumers who would engage in status consumption. Normative receptiveness elements such as word of mouth from reference groups and social comparison in advertisements can add value to clothing brands’ campaigns. / Hierdie empiriese studie ondersoek of invloed interpersoonlike invloede (normatiewe ontvanklikheid en informasie invloede) en onpersoonlike invloede verskil oor verskillende bevolkingsgroepe in heem in terme van statusverbruik van klere-handelsmerke. Verbruikersosialiserings teorie het die studie gerig en is gebruik om verbruikers se ontvanklikheid vir interpersoonlike en onpersoonlike invloede te beskryf, deur die twee hoofkomponente die leerprosesse en sosialisering agente te inkorporeer. Die interpersoonlike invloede, normatiewe en informatiewe invloede, saam met die onpersoonlike invloede is in die konseptuele raamwerk en hipoteses ingesluit. Die teorie verbruikersosialisering is gekies aangesien dit 'n geskikte raamwerk verskaf om te verduidelik hoe verbruikers deur interpersoonlike en onpersoonlike agente gesosialiseer word met verloop van tyd om bepaalde produkte te verkies of te koop soos status klere-handelsmerke. ’n Opname navorsingsontwerp is gevolg. Data is met behulp van 'n gestruktureerde selfgeadministreerde vraelys ingesamel. Die vraelys is ontwikkel uit bestaande skale. Niewaarskynlikheid steekproeftegnieke, gerief en kwota, is gebruik om 'n geskikte grootte steekproef in te sluit. Opgeleide veldwerkers het die vraelys aan die teikenpopulasie in voorstede van Tshwane versprei. ‘n Totaal van 1014 (N = 1014) bruikbare vraelyste is voltooi. Die steekproef het uit mans en vroue, 19 jaar en ouer van alle bevolkingsgroepe, woonagtig in Tshwane, bestaan. Data is vasgelê en gekodeer waarna analises/ontledings met behulp van 'n statistikus gedoen is. Die statistikus het van beskrywende en inferensiële statistiek gebruik gemaak. Die EFA het drie faktore: behou naamlik, normatiewe ontvanklikheid, onpersoonlike invloede en informatiewe invloede. Die resultate van die CFA bevestig dat die meting model se passing goed was. Daarna is GLMs uitgevoer om te bepaal of daar verskille in interpersoonlike en onpersoonlike invloede oor die verskillende bevolkingsgroepe se statusverbruik van klerehandelsmerke bestaan. Die bevindinge het getoon dat normatiewe ontvanklikheid, informatiewe en onpersoonlike invloede 'n statisties beduidende effek op die statusverbruik van klere-handelsmerke gehad het. Van die drie onafhanklike faktore, het normatiewe ontvanklikheid die grootste invloed op statusverbruik gehad en toon ook beduidende verskil oor bevolkingsgroepe wanneer geslag, onderwys, ouderdom en inkomste in die GLM modelle ingebring is. Onpersoonlike invloede toon geringe beduidende verskille oor bevolkingsgroepe se statusverbruik wanneer geslag in die GLM model ingebring is. Selfs al het informatiewe invloede ‘n invloed op verskillende bevolkingsgroepe se statusverbruik was daar geen betekenisvolle verskille gevind wanneer demografiese faktore ingesluit is nie. Bevindinge kan nuttig wees vir kleinhandelaars en bemarkers om hul marksegmentasie strategieë te rig en om spesifieke teikenverbruikers wat statusverbruikers is te bereik. Normatiewe ontvanklikheid elemente soos mondelingse oordrag van inligting deur verwysingsgroepe en sosiale vergelyking in advertensies kan waarde tot klere handelsmerke veldtogte voeg. / Dissertation (MConsumer Science)--University of Pretoria, 2017. / Consumer Science / MConsumer Science / Unrestricted