Influence Strategies in Buying Centers

1995 ◽  
Vol 59 (4) ◽  
pp. 71-82 ◽  
Author(s):  
R. Venkatesh ◽  
Ajay K. Kohli ◽  
Gerald Zaltman
Keyword(s):  
Information Exchange ◽  
Relative Effectiveness ◽  
Three Dimensional ◽  
Purchasing Decisions ◽  
Influence Strategies ◽  
Influence Strategy ◽  
Target Characteristics

Research on influence strategies has typically been conducted in interorganizational settings. In a departure from this tradition, the authors focus on influence strategies used by managers in buying centers. They develop a three-dimensional framework for classifying six prominent influence strategies—threats, promises, recommendations, requests, legalistic pleas, and information exchange. Drawing on this framework, the authors argue that the use of a particular influence strategy by a manager is likely to be related to two classes of antecedents: source and target characteristics. Additionally, they draw on the framework to argue that the effectiveness of alternative influence strategies is likely to vary in predictable ways. The authors investigate the pervasiveness of each of the six influence strategies in a study of 187 purchasing decisions and compare the findings to those previously obtained in interorganizational settings. Findings pertaining to the study's hypotheses provide insights into the relative effectiveness of the six influence strategies and the conditions under which certain influence strategies are more likely to be used.

Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance

2005 ◽  
Vol 69 (3) ◽  
pp. 66-79 ◽  
Author(s):  
Janice M. Payan ◽  
Richard G. McFarland
Keyword(s):  
Theoretical Model ◽  
Information Exchange ◽  
Argument Structure ◽  
Primary Objective ◽  
Channel Member ◽  
Unexpected Result ◽  
Influence Strategies ◽  
Influence Strategy ◽  
Negative Effect ◽  
Relational Outcomes

Although there is considerable research examining the effects of influence strategies on relational outcomes, research has been silent on the effectiveness of influence strategies in achieving the primary objective: channel member compliance. The authors develop a theoretical model that predicts that noncoercive influence strategies (Rationality, Recommendations, Information Exchange, and Requests) with an argument structure that contains more thorough content result in relatively greater levels of compliance. The model further predicts that coercive influence strategies (Promises and Threats) result in compliance only when target dependence levels are high. The authors develop a new influence strategy, Rationality, which represents a noncoercive strategy with a full argument structure. In general, empirical findings support the theoretical model. However, in contrast to expectations, the use of Recommendations had a negative effect on compliance. Post hoc analysis revealed a significant interaction between trust and Recommendations on compliance, thus providing an explanation for this unexpected result. When trust is low, Recommendation strategies are counterproductive. The authors discuss implications of the findings and directions for further research.

Numerical Simulation of the Kinetic Energy Projectile Oblique Penetration into the Concrete

2014 ◽  
Vol 989-994 ◽  
pp. 982-985
Author(s):  
Jun Chen ◽  
Xiao Jun Ye
Keyword(s):  
Numerical Simulation ◽  
Finite Element ◽  
Kinetic Energy ◽  
Three Dimensional ◽  
Test Results ◽  
Destruction Process ◽  
3D Finite Element ◽  
Finite Element Software ◽  
Simulation Results ◽  
Target Characteristics

ANSYS-LS/DYNA 3D finite element software projectile penetrating concrete target three-dimensional numerical simulation , has been the target characteristics and destroy ballistic missile trajectory , velocity and acceleration and analyze penetration and the time between relationship , compared with the test results , the phenomenon is consistent with the simulation results. The results show that : the destruction process finite element software can better demonstrate concrete tests revealed the phenomenon can not be observed , estimated penetration depth and direction of the oblique penetration missile deflection .

Influence strategies and work outcomes: effects of attributions

2019 ◽  
Vol 13 (4) ◽  
pp. 967-984
Author(s):  
Melody P.M. Chong ◽  
Xiji Zhu ◽  
Pingping Fu ◽  
Ling Ying Sarinna Wong
Keyword(s):  
Job Performance ◽  
Organizational Citizenship Behavior ◽  
Negative Impact ◽  
Work Outcomes ◽  
Citizenship Behavior ◽  
Influence Strategies ◽  
Content Type ◽  
Authoritarian Leadership ◽  
Influence Strategy ◽  
Positive Effect

Purpose Previous research on influence strategies has almost exclusively indicated negative relationships between assertive influence and employee work outcomes; the purpose of this study is to argue that an assertive influence strategy can also lead to both positive and negative work outcomes, when subordinates hold different attributions towards the leaders’ motive of using assertive influence (hereafter “the cause”). Design/methodology/approach The empirical study was based on data collected from 930 employees in China. The authors developed hypotheses to test the mediating effects of three types of perception in the relationship between an assertive influence strategy and five outcomes, and additional analyses on persuasive and relational influence strategies are also conducted. Findings Results show that when subordinates attribute the cause to their ability (internal attribution), an assertive influence has indirect positive effect on felt obligation, organizational commitment, job performance and organizational citizenship behavior; when subordinates attribute the cause to the poor relationship with their superiors (relational attribution), an assertive influence has indirect negative impact on most outcomes except for job performance; when subordinates perceive that the cause is to the superiors, such as authoritarian leadership (external attribution), an assertive influence has indirect positive effect on job performance. Practical implications The study highlights the importance of subordinates’ perceptions during the leadership influence processes. Originality/value This study was the first to examine the mediation relationship between three types of influence strategies and five organizational outcomes based on a large sample of front-line staff in China. The findings of the study also enrich the literature of leadership and attribution theories.

Relative Effectiveness of Three Behavioral Influence Strategies as Supplements to Persuasion in a Marketing Context

1978 ◽  
Vol 15 (2) ◽  
pp. 229-242 ◽  
Author(s):  
Alice M. Tybout
Keyword(s):  
Mass Media ◽  
Optimal Strategy ◽  
Source Credibility ◽  
Relative Effectiveness ◽  
Personal Selling ◽  
Influence Strategies ◽  
Practical Implications ◽  
Overall Effectiveness

The relative effectiveness of three influence strategies in gaining acceptance of a new service advocated by either a high or low credibility source was determined. Although the influence strategies did not differ in their overall effectiveness, the optimal strategy varied as a function of level of source credibility. These results were obtained in both personal selling and mass-media-like contexts. The theoretical, methodological, and practical implications of these findings are discussed.

Conversion vs. Tolerance

2011 ◽  
Vol 14 (5) ◽  
pp. 755-766 ◽  
Author(s):  
Emily S. Shaffer ◽  
Radmila Prislin
Keyword(s):  
Social Change ◽  
Group Dynamics ◽  
Group Identification ◽  
Past Research ◽  
Influence Strategies ◽  
Influence Strategy ◽  
Cognitive Components ◽  
Group Loyalty

Past research has documented that social change has different implications for group identification when it is effected through successful minority’s advocacy for tolerance of diversity vs. conversion of opponents to supporters. Extending these findings, the current study demonstrated that minorities who successfully advocated tolerance, compared to those who successfully converted opponents, were more loyal to the group. This was evident in their working harder for the group at their own personal expense and without expecting anything in return. The effect of influence strategy on group loyalty was mediated by evaluative and cognitive components of group identification. Implications for group dynamics in which active minorities employ different influence strategies and their motivational underpinnings are discussed.

The Use of Power and Influence in a Gendered World

1992 ◽  
Vol 16 (4) ◽  
pp. 439-447 ◽  
Author(s):  
Lynda M. Sagrestano
Keyword(s):  
Empirical Research ◽  
Interpersonal Relationships ◽  
Influence Strategies ◽  
Influence Strategy ◽  
Several Variables ◽  
Power Strategies ◽  
Gender Power ◽  
Relationship Of ◽  
The Relationship ◽  
Power And Influence

A review is presented of empirical research on the effects of gender and power on the use of influence strategies in interpersonal relationships. Several variables are considered, including gender, power, status, relationship of agent to target, and the goal of the influence attempt. Although gender appears to account for some of the findings, power and status are more critical variables in choice of power strategies. Because gender is inextricably linked to power and status, the relationship of gender to influence strategy usage can only be understood in terms of its relationship to power and status.

Learning Through Media: A Comparison of 4-8 Year Old Children's Responses to Filmed and Pictorial Instruction

1982 ◽  
Vol 5 (2) ◽  
pp. 195-216 ◽  
Author(s):  
Catherine M. Murphy ◽  
David J. Wood
Keyword(s):  
Sex Difference ◽  
Relative Effectiveness ◽  
Three Dimensional ◽  
Visual Media ◽  
Pictorial Information ◽  
Learning Abilities ◽  
Learning Conditions ◽  
General Improvement ◽  
Age And Sex

Murphy and Wood (1981) present an analysis of young children's abilities to use pictorial information. Using the same task and situation, the responses of another group of children to filmed instruction were observed. This paper compares the effects of different visual media on the learning abilities of 4-8 year old children. Three learning conditions are examined: videofilm, pictures and non-instruction. One hundred and ten children, from 4 to 8 years of age, were asked to construct a three-dimensional toy under one of three conditions: forty children viewed a filmed demonstration of the procedure; 40 children were provided with a series of photographs depicting critical stages in the construction; a third group of thirty children acted as controls and were asked to attempt the task without instruction. There was a general improvement in performance from non-instruction through pictorial instruction to filmed demonstration. It is suggested that there is an age and sex difference in the relative effectiveness of the two forms of visual media. Filmed demonstration is of most asisstance to boys and the youngest children: the performances of girls and five year old children, though improved by filmed instruction, are quite efficient after pictorial teaching.

The Structure of the Polytope of Hereditary Information

2019 ◽  
Vol 8 (2) ◽  
pp. 7-22
Author(s):  
Gennadiy Vladimirovich Zhizhin
Keyword(s):  
Nucleic Acid ◽  
Hydrogen Bonds ◽  
Phosphoric Acid ◽  
High Intensity ◽  
Information Exchange ◽  
Three Dimensional ◽  
Higher Dimension ◽  
Nitrogen Bases ◽  
Higher Dimensional ◽  
Low Dimensional

The representations of the sugar molecule and the residue of phosphoric acid in the form of polytopes of higher dimension are used. Based on these ideas and their simplified three-dimensional images, a three-dimensional image of nucleic acids is constructed. The geometry of the neighborhood of the compound of two nucleic acid helices with nitrogen bases has been investigated in detail. It is proved that this neighborhood is a cross-polytope of dimension 13 (polytope of hereditary information), in the coordinate planes of which there are complementary hydrogen bonds of nitrogenous bases. The structure of this polytope is defined, and its image is given. The total incident flows from the low-dimensional elements to the higher-dimensional elements and vice versa of the hereditary information polytope are calculated equal to each other. High values of these flows indicate a high intensity of information exchange in the polytope of hereditary information that ensures the transfer of this information.

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