International Journal of Business and Social Science

ISSN 2219-1933 (Print), 2219-6021 (Online) DOI: 10.30845/ijbss

Predictive Model for Influence Strategies in Greek Organizations
Mrs Konstantina Tyrovola M.A, Prof. Vicky Papanikolaou, Dr Dimitrios Adamis

Previous studies had found differences in influence tactics used in organizations in different countries and this has been explained by the differences in culture. This is the first study that examines influence tactics in Greek organizations. The aims were to explore the influence tactics used in Greece and to examine their relationship with work values, distance from superior, and demographics. This is a survey of 136 employees using the Influence Behavior Questionnaire (IBQ-G). The most often used tactic was Legitimating and the less often used tactics were Exchange and Personal Appeals. Each tactic was associated with certain variables from those examined. This study supports the notion that the perceived influence tactics are affected by other factors as well than only culture.

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