| Summary: | 碩士 === 義守大學 === 管理科學研究所 === 91 === This cross-sectional research aims to examine the relationships between business employees’ social beliefs and perceived effectiveness of influence tactics. Specifically, efforts were made to investigate how respondents perceive the effectives of three broad influence tactics, i.e., pressure, relationship and rational persuation, when targeting people at different organizational levels. Furthermore, it tries to figure out the relationship between the influence tactics and four social beliefs ─cynicism, reward for application, fate control, and spirituality－of the respondents.
Questionarires containing six scenarios representing three influence directions (i.e., upward, horizontal, and downward) were administered. A total of 225 valid questionnires were gathered from employees across different managerial levels and industries. With descriptive statistics, factor analysis, t-test, ANOVA, correlation analysis, regression, various interesting results were revealed. It was found that rational persuasion was more effective than the other two influence tactics in all three directions. Positive relationships were found between cynicism and pressure and between reward for application and retional persuasion, whereas negative relationship exists between fate control and persuasion. Moreover, the respondents demographics did not moderate these relationships. Mangerial implications and suggestions for future research were addressed.
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