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ingratiation
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Investigating the Relationship Between Influence Tactics Used by Managers and Colleagues' Perceptions of Their Authenticity in the Dialogue Council of the Private Sector and the Government of the Yazd Chamber of Commerce
, M.Sc. Thesis Sharif University of Technology ; Alavi, Babak (Supervisor)
Abstract
Influence tactics are methods which people use to influence others. These tactics may have different effect due to their sources of power, context, etc. On the other hand, if others perceive somebody authentic while he/she is using a tactic, it can be more effective. Through in-depth interviews with the members of the government and private sector dialogue council in Yazd’s Chamber of Commerce, this research examines the tactics of rational persuasion, appraisal and ingratiation. It seems that knowing the person who is arguing, the validity of his argument, emotionalizing the meeting atmosphere and some side factors like body language are effective in the perception of authenticity from that...