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dc.contributor.authorLangeland, Synne
dc.contributor.authorLindahl, Thomas
dc.date.accessioned2014-02-17T14:29:04Z
dc.date.available2014-02-17T14:29:04Z
dc.date.issued2014-02-17
dc.identifier.urihttp://hdl.handle.net/11250/95066
dc.descriptionMasteroppgave(MSc) in Master of Science in Leadership and Organizational Psychology - Handelshøyskolen BI, 2014
dc.description.abstractIn three experiments we investigated the relationship between a set of influence tactics and three work outcomes in organizations in which the supervisor rated his/her employees on; (a) competence assessment, (b) salary increase, and (c) job promotion. Results showed that rational persuasion produced better ratings than assertiveness with respect to all three work outcomes. However, using an external source for information produced the highest overall scores in two of the experiments. Further, our results indicated that there were significant differences between men and women when deciding whether to provide a positive competence assessment and job promotion for certain influence tactics. Implications and opportunities for future research were discussed. Keywords: influence tactic, work outcome, supervisor rating, source credibility, gender, quasi-experiment, vignetteno_NO
dc.language.isoengno_NO
dc.subjectledelseno_NO
dc.subjectorganisasjonspsykologino_NO
dc.subjectleadershipno_NO
dc.subjectorganizational psychologyno_NO
dc.titleInfluencing supervisor ratings : three quasi-experimentsno_NO
dc.typeMaster thesisno_NO


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