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Manipulating user resistance to large-scale information systems through influence tactics
Ilie, Virginia; Turel, Ofir - In: Information & management : the internat. journal of … 57 (2020) 3, pp. 1-16
Persistent link: https://www.econbiz.de/10012249120
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How do I get my way? A meta-analytic review of research on influence tactics
Lee, Soojin; Han, Soojung; Cheong, Minyoung; Kim, … - In: The leadership quarterly : LQ ; an international … 28 (2017) 1, pp. 210-228
Persistent link: https://www.econbiz.de/10011695283
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Social influence and politics in organizational research : what we know and what we need to know
Ferris, Gerald R.; Perrewé, Pamela L.; Daniels, Shanna R. - In: Journal of leadership & organizational studies : JLOS; … 24 (2017) 1, pp. 5-19
Persistent link: https://www.econbiz.de/10011645842
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The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Alavi, Sascha; Habel, Johannes; Schmitz, Christian; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 3, pp. 323-343
Persistent link: https://www.econbiz.de/10011963039
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HR professionals' use of influence in the effective implementation of HR practices
Trullen, Jordi; Aparicio-Valverde, Mireia - In: European journal of international management : EJIM 11 (2017) 5, pp. 537-556
Persistent link: https://www.econbiz.de/10011846615
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Influence tactics, relational conditions, and key account managers' performance
Liu, Yi; Huang, Ying; Fan, Hua - In: Industrial marketing management : the international … 73 (2018), pp. 220-231
Persistent link: https://www.econbiz.de/10011904736
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Quitting the boss? : the role of manager influence tactics and employee emotional engagement in voluntary turnover
Reina, Christopher S.; Rogers, Kristie M.; Peterson, … - In: Journal of leadership & organizational studies : JLOS; … 25 (2018) 1, pp. 5-18
Persistent link: https://www.econbiz.de/10011857219
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Hard, soft or ambidextrous? : which influence style promotes managers' task performance and the role of political skill
Kapoutsis, Ilias; Papalexandris, Alexandros; Thanos, … - In: International journal of human resource management 30 (2019) 4, pp. 618-647
Persistent link: https://www.econbiz.de/10012194242
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How can leaders make their followers to commit to the organization? : the importance of influence tactics
Chaturvedi, Shakti; Rizvi, Irfan A.; Pasipanodya, Enias … - In: Global business review 20 (2019) 6, pp. 1462-1474
Persistent link: https://www.econbiz.de/10012137810
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Converting purchase commitments into purchase fulfillments : an examination of salesperson characteristics and influence tactics
Clark, Melissa - In: Industrial marketing management : the international … 85 (2020), pp. 97-109
Persistent link: https://www.econbiz.de/10012212081