中国管理者在组织内采用的影响策略研究

The Study on Influence Strategies Used by Managers of Chinese Organization

主要研究组织内的管理者影响他人时采用的策略,得出了12种影响策略:天时、地利、以理服人、以情感人、结盟、利益交换、独断、权威、以身作则、观念和行为规范、以退为进。并将它们归为两种类型:温和和控制影响策略,总结出了在中国文化背景下的影响策略结构。进一步研究了不同情境变量下的影响策略,包括:影响对象、影响目的和管理者性别。将3个情境变量组合起来,提出了不同情境下的影响策略的情境模型。

This paper studies the strategies that the managers use to influence others, and generalizes twelve kinds of influence strategies, including: occasion, environment, reasoning, friendliness, coalition, bargaining, assertiveness, authority, exemplar, criterion and concession. Then, the authors classify them into two categories: gentle persuasion and contingent control. In addition, under the traditional Chinese culture, the authors set up the structure of influence strategies, which is based on three situational variables: objects, purposes and gender of managers. Thus, the three variables are combined into a situational influence strategies model.