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

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Saeedi, Sina | 2022

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Type of Document: M.Sc. Thesis
Language: Farsi
Document No: 55839 (44)
University: Sharif University of Technology
Department: Management and Economics
Advisor(s): Alavi, Babak
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 person. Regarding the appraisal tactic, due to the fact that this method is generally used alongside rational persuasion, its effective factors can be considered similar. Also, correct praise, excessive praise and integrity in using praise will also be effective in the perception of authenticity or lack of authenticity from a person when using ingratiation tactic
Keywords:
Authenticity ; Appraisal ; Influence Tactics ; Rational Persuasion ; Ingratiation ; Appraisal ; Authentic Leadership