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Authority on Influence Strategy Effectiveness in the Netherlands and in Germany

Klamert, Christine (2011) Authority on Influence Strategy Effectiveness in the Netherlands and in Germany.

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Abstract:This study assesses how authority influences the effectiveness of different persuasive strategies in a negotiation situation comparing the Netherlands and Germany. A total of 97 participants were recruited to fill in an online vignette study about a workplace dilemma - 47 participants from the University of Twente and 50 participants from the University of Bielefeld in Germany. A 2 (authority: low; high) by 2 (culture: the Netherlands; Germany) between subjects design is proposed in order to assess the effectiveness of the different persuasive strategies. Three major findings were made. First, the newly derived persuasive strategies were empirically supported by the results. Second, the results show that the power informational, rights normative and interests normative strategies are perceived as more effective when used by a superior than when used by a colleague. Third, the German participants perceived the power normative, power informational, rights normative and interests normative strategies as especially more effective when used by a superior than when used by a colleague, in comparison to their Dutch counterparts. The Dutch participants perceived these four strategies as more effective when used by a colleague than when they were used by a superior.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:77 psychology
Programme:Psychology MSc (66604)
Link to this item:http://purl.utwente.nl/essays/61214
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