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- W2263441468 abstract "The use of influence tactics by sales representatives appears to be related to a number of latent constructs and factors such as, manifest needs, role conflict and role ambiguity, and perception of sales managers' power bases. However, such relationships have not been examined by researchers. These relationships were examined in this study in an effort to improve the current level of understanding of causes and results of the use of influence tactics in a sales environment. The contention of this study was that individuals in work settings engage in a variety of influence tactics, and that the type of influence tactics used are influenced by factors such as personal characteristics of the salespersons, the nature of goals to be achieved, the salespersons' perceptions of their superiors' power bases, and the nature and complexity of the dyadic relationship that exists between supervisor and subordinates." @default.
- W2263441468 created "2016-06-24" @default.
- W2263441468 creator A5082888231 @default.
- W2263441468 date "1992-05-01" @default.
- W2263441468 modified "2023-09-23" @default.
- W2263441468 title "Factors Associated with Salespersons' Use of Influence Tactics and Their Outcomes : An Exploratory Study" @default.
- W2263441468 hasPublicationYear "1992" @default.
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