In response to the current situation regarding the study of social influence in organizations, this study examined the role of target communicator style in managers selecting compliance-gaining strategies and communicator styles. / Subjects were 248 managers working in a variety of organizations located in a southeastern state. Respondents reflected a large number of occupations and professions. / Respondents were mailed a questionnaire. They were provided three target descriptions and requested to indicate how likely they would be to invoke various compliance-gaining strategies and communicator styles with a boss and subordinate having an attractive, unattractive, or contentious communicator style. / The study employed a repeated measures design with two within-subjects factors, target communicator style and target status. A MANOVA was performed to test four hypotheses and eight research questions. Two questions were noninferential and required the calculation of means. / Statistical significance was reached for the four hypotheses. Managers were (a) less likely to use "hard" strategies with an attractive subordinate versus an unattractive or contentious subordinate, (b) less likely to invoke "hard" strategies with an attractive boss versus an unattractive or contentious boss, (c) less likely to invoke "hard" strategies with their boss than their subordinate, and (d) more likely to use reason with a boss than a subordinate. / Statistical significance was also reached in answering the research questions. It was found that managers were (a) more likely to use reason with an attractive boss versus an unattractive boss, (b) more likely to use friendliness with their boss than subordinate, (c) more likely to use friendliness with an attractive subordinate than with an unattractive or contentious subordinate, (d) more likely to use bargaining with an unattractive boss than an attractive boss and (e) more likely to use bargaining with a contentious boss than an attractive boss. / Source: Dissertation Abstracts International, Volume: 49-12, Section: A, page: 3549. / Major Professor: James Potter. / Thesis (Ph.D.)--The Florida State University, 1988.
| Identifer | oai:union.ndltd.org:fsu.edu/oai:fsu.digital.flvc.org:fsu_77881 |
| Contributors | Garko, Michael Gregory., Florida State University |
| Source Sets | Florida State University |
| Language | English |
| Detected Language | English |
| Type | Text |
| Format | 282 p. |
| Rights | On campus use only. |
| Relation | Dissertation Abstracts International |
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