Factors Associated with Salespersons' Use of Influence Tactics and Their Outcomes : An Exploratory Study

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The use of influence tactics by sales representatives appears to be related to a number of latent constructs and factors such as, manifest needs, role conflict and role ambiguity, and perception of sales managers' power bases. However, such relationships have not been examined by researchers. These relationships were examined in this study in an effort to improve the current level of understanding of causes and results of the use of influence tactics in a sales environment. The contention of this study was that individuals in work settings engage in a variety of influence tactics, and that the type of influence ... continued below

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viii, 159 leaves : ill.

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Nonis, Sarath A. (Sarath Alban) May 1992.

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This dissertation is part of the collection entitled: UNT Theses and Dissertations and was provided by UNT Libraries to Digital Library, a digital repository hosted by the UNT Libraries. It has been viewed 56 times . More information about this dissertation can be viewed below.

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  • Nonis, Sarath A. (Sarath Alban)

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The use of influence tactics by sales representatives appears to be related to a number of latent constructs and factors such as, manifest needs, role conflict and role ambiguity, and perception of sales managers' power bases. However, such relationships have not been examined by researchers. These relationships were examined in this study in an effort to improve the current level of understanding of causes and results of the use of influence tactics in a sales environment. The contention of this study was that individuals in work settings engage in a variety of influence tactics, and that the type of influence tactics used are influenced by factors such as personal characteristics of the salespersons, the nature of goals to be achieved, the salespersons' perceptions of their superiors' power bases, and the nature and complexity of the dyadic relationship that exists between supervisor and subordinates.

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viii, 159 leaves : ill.

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  • May 1992

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  • March 24, 2014, 8:07 p.m.

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  • Sept. 29, 2014, 4:19 p.m.

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Citations, Rights, Re-Use

Nonis, Sarath A. (Sarath Alban). Factors Associated with Salespersons' Use of Influence Tactics and Their Outcomes : An Exploratory Study, dissertation, May 1992; Denton, Texas. (digital.library.unt.edu/ark:/67531/metadc277871/: accessed August 17, 2017), University of North Texas Libraries, Digital Library, digital.library.unt.edu; .