| Автор | Sullivan, Jerry |
| Автор | Taylor, Sully |
| Дата выпуска | 1991 |
| dc.description | Studies of managers' persuasive communicating with key subordinates in American, British, and Australian firms suggest that reasoning is the most frequently used compliance-gaining strategy. A test of these findings with Japanese managers also found reasoning to be the most frequently used strategy. Compliance gaining through assertiveness and appeals to loyalty were positively associated with a manager's view of himself or herself as a “lifetime” employee. Findings were the same for both Japanese-owned and non-Japanese-owned firms in Japan. |
| Издатель | SAGE PUBLICATIONS |
| Название | A Cross-Cultural Test of Compliance-Gaining Theory |
| Тип | Journal Article |
| DOI | 10.1177/0893318991005002004 |
| Print ISSN | 0893-3189 |
| Журнал | Management Communication Quarterly |
| Том | 5 |
| Первая страница | 220 |
| Последняя страница | 239 |
| Аффилиация | Sullivan, Jerry, Portland State University |
| Аффилиация | Taylor, Sully, University of Washington |
| Выпуск | 2 |
| Библиографическая ссылка | Araki, S., & Barnlund, D. (1981, November). Intercultural encounters: The management of compliments by Japanese and Americans. Paper presented at the Speech Communication Association Annual Convention, Anaheim, CA. |
| Библиографическая ссылка | Cashman, J., Dansereau, F. Graen, G., & Haga, W. (1976). Organizational understructure and leadership: A longitudinal investigation of the role-making process. Organizational Behavior and Human Performance, 15, 278-296. |
| Библиографическая ссылка | Cody, M. J., & McLaughlin, M. L. (1980). Perceptions of compliance-gaining situations: A dimensional analysis. Communication Monographs, 47, 132-148. |
| Библиографическая ссылка | Dillard, J. P., & Burgoon, M. (1985). Situational influences on the selection of compliance-gairing messages: Two tests of the predictive utility of the Cody-McLaughlin topology. Communication Monographs, 52, 289-304. |
| Библиографическая ссылка | Hall, E., Haas, F., & Johnson, N. F. (1967). Organizational size, complexity, and formalization. American Sociological Review, 32, 903-911. |
| Библиографическая ссылка | Hall, R. H. (1986). Dimensions of work. Beverly Hills, CA: Sage. |
| Библиографическая ссылка | Haynes, R. B., Taylor, D. W., & Sackett, D. L. (1979). Compliance in health care. Baltimore, MD: Johns Hopkins University Press. |
| Библиографическая ссылка | Hirokawa, R. Y. (1987). Communication within the Japanese business organization. In D. L. Kincaid (Ed.), Communication theory (pp. 137-150). San Diego, CA: Academic Press. |
| Библиографическая ссылка | Hirokawa, R. Y., & Miyahara, A. (1986). A comparison of influence strategies utilized by managers in American and Japanese organizations. Communication Quarterly, 34, 250-265. |
| Библиографическая ссылка | Hirschman, A. D. (1970). Exit, voice, and loyalty, responses to decline in firms, organization, and states. Cambridge, MA: Harvard University Press. |
| Библиографическая ссылка | Kipnis, D., & Schmidt, S. M. (1982). Profiles of organizational influence strategies, influencing your subordinates. San Diego, CA: University Associates. |
| Библиографическая ссылка | Kipnis, D., & Schmidt, S. M. (1983). An influence perspective on bargaining in organizations. In M. H. Bazerman & R. J. Lewicki (Eds.), Negotiating in organizations (pp. 303-319). Beverly Hills, CA: Sage. |
| Библиографическая ссылка | Kipnis, D., Schmidt, S. M., & Wilkinson, I. (1980). Intraorganizational influence tactics: Explorations in getting one's way. Journal of Applied Psychology, 65, 440-452. |
| Библиографическая ссылка | Kipnis, D., Schmidt, S. M., Price, K., & Stitt, C. (1981). Why do I like thee: Is it your performance or my orders?Journal of Applied Psychology, 66, 324-328. |
| Библиографическая ссылка | Lustig, M. W., & Myers, S. (1983, February). Compliance-gaining strategy selection: A comparison of six countries. Paper presented at the Western Speech Communication Association Meeting. Albuquerque, NM. |
| Библиографическая ссылка | Marwell, G., & Schmitt, D. R. (1967). Dimensions of compliance-gaining behavior: An empirical analysis. Sociometry, 30, 350-364. |
| Библиографическая ссылка | McQuillen, J. S. (1986). The development of listener-adapted compliance-resisting strategies. Human Communication Research, 12, 359-375. |
| Библиографическая ссылка | Nakane, C. (1972). Japanese society. Berkeley: University of California Press. |
| Библиографическая ссылка | Neuliep, J. W., & Hazelton, V. (1985). A cross-cultural comparison of Japanese and American persuasive strategy selection. International Journal of Intercultural Relations, 9, 389-404. |
| Библиографическая ссылка | Nomura, N., & Barnlund, D. (1981, February). Patterns of interpersonal criticism in Japan and the United States. Paper presented at the Western Speech Communication Association Meeting. Seattle, WA. |
| Библиографическая ссылка | Ouchi, W. (1981). Theory Z. Reading, MA: Addison-Wesley. |
| Библиографическая ссылка | Pascale, R. T. (1978, March-April). Zen and the art of management. Harvard Business Review, pp. 153-163. |
| Библиографическая ссылка | Pugh, D. S., Hickson, D. J., Hinings, C. R., & Turner, C. (1968). Dimensions of organization structure. Administrative Science Quarterly, 13, 65-105. |
| Библиографическая ссылка | Sullivan, J. J., Albrecht, T., & Taylor, S. (1990). Process, organizational, relational, and personal determinants of managerial compliance-gaining with key subordinates. Journal of Business Communication, 27, 331-335. |
| Библиографическая ссылка | van Wolferen, K. (1990). The enigma of Japanese power. New York: Alfred A. Knopf. |
| Библиографическая ссылка | Walsh, J. (1988). Selectivity and selective perception: An investigation of managers' belief structures and information processing. Academy of Management Journal, 31, 873-896. |
| Библиографическая ссылка | Williamson, O. (1975). Markets and hierarchies: Analysis and antitrust implications. New York: Free Press. |
| Библиографическая ссылка | Williamson, O. (1985). The economic institution of capitalism. New York: Free Press. |
