An Integrated Framework for Understanding Intra-Organizational Influence Strategies

整合性架構下組織內部之影響策略

10.6147/JHRM.2003.0304.05

蘇哲仁(Che-Jen Su)

權力基礎 ； 影響策略 ； 依賴 ； 外顯影響 ； base of power ； influence strategy ； dependence ； manifest influence

人力資源管理學報

3卷4期（2003 / 12 / 01）

109 - 131

英文

集體議價過程堪為勞資關係之重要議題。然而從群體觀點探討協商單元中之動態卻有過於簡化之虞。本研究之目的在於循整合方法發展與建立一觀念性架構，以分析如何決定人際影響企圖及其後續效應。藉此提供對組織內部影響有興趣者未來實證研究之方向。本研究發現「影響者相關因素」、「被影響者相關因素」，以及「系絡因素」等三種因素為影響策略選擇行為之先行構念。「影響風格之知覺」、「被影響者所形成的印象」、「回應之預備性」，與「意見與行為的改變」等被列為影響策略之結果變項則具有意義。此一途徑不僅整合影響策略之相關文獻，改從較宏大的架構洞悉相關現象，也指出後續發展之機會所在。

The topics about collective bargaining process are critical to management-labor relations. However, group-oriented research over simplified the dynamics in negotiation units. The purpose of this study is to develop and propose an integrated conceptual framework analyzing how interpersonal influence attempts are determined and their effectiveness. This provides interested parties guidelines for more empirical research. Source-related factors, target-related factors and contextual factors are identified as antecedent constructs for alternative influence strategy choices. Perceptions of the influence style, impressions formed by the target, readiness to respond and changes in opinions and behaviors are selected as meaningful variables for influence strategy consequences. This approach integrates the literature on influence strategies, provides a more comprehensive framework for gaining insight into the relevant phenomena and suggests opportunities for further development.

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