Wyznaczniki preferencji i skuteczności kierowniczych taktyk wpływu
Determinants for preferences and the effectiveness of managerial influence tactics

Summary/Abstract: Success influencing subordinates is an important determinant of management effectiveness. The knowledge of social impact mechanisms lets motivate others in a more effective way. The article presents an overview of studies on determinants of preference and effectiveness of different tactics of influence used by managers. Two categories of determinants are discussed: situational (types of objectives, direction of influence) and personal (gender, personality). Four tactics – inspirational appeal, consultation, reasonable persuasion and cooperation − are the most effective and the most often used by managers.

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