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The Journal of Social Psychology Volume 133, 1993 - Issue 5

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Replications and Refinements

Influence Tactics and Effectiveness

Janice G. Brennan Hahnemann University Hospital, USA

Lynn E. Miller Department of Management, La Salle University, USA

Joseph Seltzer Department of Management, La Salle University, USA

Pages 747-748 | Received 05 Mar 1992, Published online: 01 Jul 2010

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https://doi.org/10.1080/00224545.1993.9713933

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Brehm , J. W. 1966 . A theory of psychological reactance , San Diego : Academic Press .
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Kipnis , D. , Schmidt , S. M. and Wilkinson , I. 1980 . Intraorganizational influence tactics: Explorations in getting one's way . Journal of Applied Psychology , 65 : 440 – 452 .
Web of Science ®Google Scholar
Yukl , G. and Tracey , J. B. 1992 . Consequences of influence tactics used with subordinate, peers, and the boss . Journal of Applied Psychology , 77 : 525 – 535 .
Web of Science ®Google Scholar

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