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.

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.

Linking fish and crustacean taxonomic composition with seasonal contrasts in the soft-bottom intertidal zone

2020 ◽  
Author(s):  
M. A. Gondal ◽  
S. Iqbal ◽  
U. Atique ◽  
N. U. Saher ◽  
N. A. Qureshi ◽  
...  
Keyword(s):  
Species Richness ◽  
Water Temperature ◽  
Fish Species ◽  
Diversity Index ◽  
Taxonomic Composition ◽  
Primary Objective ◽  
Negative Effect ◽  
Fish Species Composition ◽  
One Year ◽  
Sw Monsoon

Abstract The primary objective of this study was to investigate the seasonal fish and crustacean variations concerning taxonomic composition, species richness, and diversity in sandy beach habitat. For this purpose, we investigated the Sonmiani Hor lagoon area during four distinct seasons, i.e., northeast (NE) monsoon, pre-monsoon, south-west (SW) monsoon, and post-monsoon for one year. During each haul, the net was pulled about 100m along the beach in 0.5m depth. The results showed a strong linear correlation between the diversity index and equitability in fishes (r = 0.978). The diversity index was strong negatively correlated with the abundance and biomass (r = -0.978, -0.972, respectively). The physical attributes like sea surface water temperature and salinity showed a strong negative effect on species assemblages (r = -0.981 and -0.943, respectively). The mean air and water temperature illustrated approximately 3°C difference during NE and pre-monsoon seasons. However, salinity, pH, and electrical conductivity did not show any significant seasonal variabilities. Under the ecological indices, the fish species displayed higher diversity (H’ = 3.19) during SW monsoon, whereas the lowest diversity was observed during pre-monsoon (H’ = 1.58). The equitability and species richness, however, remained more noticeable during SW monsoon (J’ = 0.81). The total number of individuals of fish and crustaceans reached 4799 with 3813 fish individuals and 986 individuals of crustaceans. A total of 27 families of fish while five crustacean families comprising of 30 genera and 38 fish species while ten genera and 17 species of crustaceans were recorded. Liza subviridis displayed the highest abundance among the sampled fish species. In conclusion, fish species constituted a significant part of the coastal fauna in the study area. The seasonal variations displayed distinct variations in fish species composition and diversity.

The path of support-to-sales: mediating role of seller collaborative information exchange in social commerce

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Li Chen ◽  
Fengxia Zhu ◽  
Murali Mantrala
Keyword(s):  
Information Exchange ◽  
Instrumental Support ◽  
Trade Volume ◽  
Social Commerce ◽  
Content Type ◽  
Mediating Role ◽  
The Social ◽  
Source Data ◽  
Negative Effect

Purpose This paper aims to systematically investigate the direct and indirect effects of four types of support – peer instrumental support, peer emotional support, platform business support and platform communication support – on seller trade volume in social commerce. It also aims to uncover the path of support-to-sales of the seller from a platform perspective and provides a more complete picture of the social commerce phenomenon. Design/methodology/approach This paper uses multi-source data including primary survey data and secondary data on trade volume to test the hypotheses. PROCESS mediation model is used to analyze the multi-source data set. Findings This study finds that the positive effects of peer instrumental support, platform business support and platform communication support on seller trade volume are fully mediated by seller collaborative information exchange. Also, peer emotional support has a significant negative effect on seller trade volume and collaborative information exchange can serve as a buffer to mitigate the negative effect. Research limitations/implications The authors provide new insights into what types of support are or are not conducive to improving transaction volume of individual sellers and highlight the mediating role of seller information exchange in this value generation process in social commerce. These findings advance current knowledge of how seller interactions increase value in social commerce. The chosen research setting may limit the generalizability of the findings of this study. Practical implications This paper offers valuable implications for social commerce platforms on how to better serve their sellers to achieve high growth. Specifically, the findings suggest that platforms should encourage instrumental support and information exchange among peer sellers. In addition, platforms should expand seller support from a single-focus on sellers’ business to a dual-focus on both sellers’ business and socialization in social commerce. Originality/value This paper fulfills an identified need to study how sellers can better derive value from the social interactions and how social commerce platforms can effectively influence transactions, support sales and serve as a selling platform.

The Effect of Parental Migration on the Educational Attainment of Their Left-Behind Children in Rural China

2014 ◽  
Vol 14 (3) ◽  
pp. 1037-1080 ◽  
Author(s):  
Sophie Xuefei Wang
Keyword(s):  
Theoretical Model ◽  
Educational Attainment ◽  
Instrumental Variables ◽  
Rural China ◽  
Probit Model ◽  
School Enrollment ◽  
Reduced Form ◽  
Parental Migration ◽  
Left Behind ◽  
Negative Effect

Abstract About 60 million children under the age of 18 are left behind by their parents in rural China. This paper studies the effect of migrant parents on the educational attainment of their left-behind children in rural China. A theoretical model of optimal schooling in the context of parental migration is proposed. Then, reduced-form equations are estimated using probit model, instrumental variables probit model, and linear instrumental variables model. Results show that parental migration has a negative effect on children’s school enrollment. This negative effect is significant and sizable on the school enrollment of boys, but insignificant on the school enrollment of girls. The most important source of this robust negative effect on boys is the absence of fathers. Results suggest that left-behind mothers or relatives cannot fulfill fathers’ role successfully in disciplining boys and help with their educational needs.

scholarly journals Justifiability of Euthanasia and Related Practices among Common Russians: In search of Determinants

2019 ◽  
Vol 25 (1) ◽  
pp. 72-97
Author(s):  
Maksim G. Rudnev
Keyword(s):  
End Of Life ◽  
Personal Autonomy ◽  
Explanatory Power ◽  
Unexpected Result ◽  
Weak Support ◽  
Life Issues ◽  
Negative Effect ◽  
End Of Life Issues ◽  
Trust In Physicians ◽  
Proximity To Death

The aging of the population during the twentieth century sparked a discussion on end-of-life issues and particularly voluntary life termination due to unbearable suffering (euthanasia and related practices). Most of the euthanasia attitude studies have been focused on groups directly involved in end-of-life issues, such as physicians and patients. This article investigates the typical views of common Russians in regard to euthanasia and related practices, and looks for their determinants. A survey of 1201 respondents in 2014 was conducted using a probabilistic sample representing the population of Russia. Measurement of euthanasia justifiability included descriptions of patients’ conditions and types of life termination procedures. Analysis of the results showed that basic values were important predictors of euthanasia justifiability. However, a model derived from international and western research failed to confirm this. Our hypothesis regarding the relations between values of autonomy and justification of euthanasia found only weak support, while benevolence values demonstrated a strong negative effect. Proximity to death showed a negative effect: the fact of caring for sick close ones, as well as one’s own ill-health, were related to a lower justification of euthanasia. Religiosity demonstrated only marginally significant coefficients. Contrary to our hypothesis, interactions between death proximity indicators and trust in physicians and people in general were insignificant. Another unexpected result was a negative link between confidence in the healthcare system and euthanasia justifiability. We attribute these findings to a “priestly” model of care prevalent among Russians; the characteristic structuring of values among Russians, in which care for others contradicts personal autonomy; as well as endorsement of avoidance over approach motivations. In conclusion we list the limitations of the study and point out the weak explanatory power of the models presented.

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.

The relationship between workplace ostracism and information exchange: the mediating role of self-serving behavior

2016 ◽  
Vol 54 (3) ◽  
Author(s):  
Panagiotis Gkorezis ◽  
Victoria Bellou
Keyword(s):  
Information Exchange ◽  
Design Methodology ◽  
Current Knowledge ◽  
Organizational Outcomes ◽  
Cross Sectional ◽  
Mediating Role ◽  
Workplace Ostracism ◽  
Negative Effect ◽  
Underlying Mechanisms

Purpose The detrimental effect of workplace ostracism on core employee and organizational outcomes has received increasing attention. However, very little is known about its impact on group related outcomes. Given that workplace relationships play a salient role in enhancing employee willingness to share information and knowledge, the present paper examines the link between workplace ostracism and information exchange. In doing so, we also highlight the mediating role of a novel construct, namely self-serving behavior. Design/methodology/approach To test our hypotheses, we conducted two studies using both a scenario paradigm (54 students) and a field study (172 working adults). Findings Results indicated that self-serving behavior fully mediates the effect of workplace ostracism on employee information exchange. Research limitations/implications Both studies have limitations that need to be considered. The scenario paradigm lacks realism whereas the cross-sectional nature of our survey cannot infer causality. As regards the latter, data were collected using a single source and thus common method variance may exist. Originality/value The present study provides novel insights into the outcomes of workplace ostracism and the underlying mechanisms that account for its negative effect. Moreover, it adds to limited current knowledge on self-serving behavior.

Changes in the stress markers cortisol and glucose before and during intradermal testing in cats after single administration of pre-appointment gabapentin

2019 ◽  
Vol 22 (2) ◽  
pp. 138-145 ◽  
Author(s):  
Christopher P Hudec ◽  
Craig E Griffin
Keyword(s):  
Blood Sample ◽  
Primary Objective ◽  
Intradermal Test ◽  
Intradermal Testing ◽  
Stress Markers ◽  
Negative Effect ◽  
Mean Glucose ◽  
To Receive ◽  
Privately Owned ◽  
Assessment Of Stress

Objectives Intradermal allergy testing can be difficult to interpret in cats. Studies have shown that intradermal testing leads to elevations in blood cortisol, which may be an explanation for weak wheal reactions in cats. The primary objective of this study was to determine whether utilizing pre-appointment gabapentin will alter stress before and during intradermal testing, as determined by cortisol/glucose concentrations. Methods This was a randomized, single-blinded, crossover clinical trial of 16  privately owned healthy cats. Cats were scheduled two veterinary visits and randomly assigned to receive either gabapentin (25.0–30.5 mg/kg) or no treatment prior to the first visit and the opposite treatment prior to the second visit. Blood samples were obtained to measure cortisol/glucose concentrations at three time points: directly after physical examination; directly after sedation; and 10 mins after the second blood sample. A limited intradermal test was performed after the second blood sample. The primary author also recorded which visit they believed gabapentin was administered with low/high confidence. A non-blinded owner assessment survey documenting stress levels in their cats was also obtained. Results Mean cortisol concentrations were calculated to be 0.30 μg/dl lower in the gabapentin group but this reduction was not significant. Mean glucose concentrations were calculated to be 18 mg/dl higher in the gabapentin group. Gabapentin had no negative effect on intradermal histamine readings. The author was able to correctly identify when 14/16 cats received gabapentin. Non-blinded owners (n = 14/16) believed their cats were less stressed when gabapentin was administered. Conclusions and relevance Gabapentin did not significantly decrease cortisol/glucose concentrations. A sedative effect, rather than suppression of the pituitary–adrenocortical axis, may have led to the lower stress assessment. It is unlikely that pre-appointment gabapentin will alter intradermal testing in a majority of cats. This study supports recent clinical trials demonstrating that administration of gabapentin can lower veterinarian/owner assessment of stress in cats.

scholarly journals Market Structure and Competition in the Indian Microfinance Sector

2019 ◽  
Vol 44 (4) ◽  
pp. 167-181
Author(s):  
Nitin Navin ◽  
Pankaj Sinha
Keyword(s):  
Market Structure ◽  
Information Exchange ◽  
Equation Model ◽  
Primary Objective ◽  
Data Sets ◽  
Microfinance Institutions ◽  
High Concentration ◽  
Executive Summary ◽  
Generalized Methods Of Moments ◽  
The Difference

Executive Summary The Indian microfinance sector has experienced fundamental changes in the structure of ownership and management of microfinance institutions (MFIs). The current study seeks to evaluate the competition level of the Indian microfinance sector during the period 2005–2017 and attempts to find the cause-and-effect relationship between concentration and competition. Furthermore, it analyzes the performance of leading MFIs to explore if there is evidence of exploitation of clients by these institutions. The study is the first of its kind with explicit focus on the market structure of the Indian microfinance market. The study uses unbalanced panel data sets generated from the microfinance information exchange (MIX) data source. The representative sample includes firm specific data of 127 MFIs of different legal statuses and sizes. The dynamic equation model is estimated applying the difference generalized methods of moments (GMM). The results of the empirical investigation find a rise in the concentration with a decrease in competition in the Indian microfinance market during recent years. Intense competition in the past and introduction of new regulations in the wake of sectoral crisis are responsible for this transition. High concentration gives large MFI market powers to exploit the customers. However, the study fails to find any evidence of any such exploitation from the conduct of the leading MFIs. The survey highlights the potential connection between the drop in the competitiveness of the sector and the first appearance of new regulations in light of the sectoral crisis. It is imperative that regulators keep a tight vigil on the operations of leading MFIs and take necessary actions to ensure a healthy competitive environment in the sector. Furthermore, existing rules should be modified to help small MFIs as they play a very crucial role in the fulfilment of the primary objective of the microfinance.

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.

Sign in / Sign up

Export Citation Format

Share Document