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Factors Associated with Salespersons' Use of Influence Tactics and Their Outcomes : An Exploratory Study

The use of influence tactics by sales representatives appears to be related to a number of latent constructs and factors such as, manifest needs, role conflict and role ambiguity, and perception of sales managers' power bases. However, such relationships have not been examined by researchers. These relationships were examined in this study in an effort to improve the current level of understanding of causes and results of the use of influence tactics in a sales environment. The contention of this study was that individuals in work settings engage in a variety of influence tactics, and that the type of influence tactics used are influenced by factors such as personal characteristics of the salespersons, the nature of goals to be achieved, the salespersons' perceptions of their superiors' power bases, and the nature and complexity of the dyadic relationship that exists between supervisor and subordinates.

Identiferoai:union.ndltd.org:unt.edu/info:ark/67531/metadc277871
Date05 1900
CreatorsNonis, Sarath A. (Sarath Alban)
ContributorsWelch, Joe Lloyd, Pavur, Robert J., Sager, Jeffrey Kenneth, Beyerlein, Michael Martin
PublisherUniversity of North Texas
Source SetsUniversity of North Texas
LanguageEnglish
Detected LanguageEnglish
TypeThesis or Dissertation
Formatviii, 159 leaves : ill., Text
RightsPublic, Copyright, Copyright is held by the author, unless otherwise noted. All rights reserved., Nonis, Sarath A. (Sarath Alban)

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