Prevalence estimates and adolescent risk behavior: cross-cultural differences in social influence
Article Abstract:
Prevalence estimates and prototype perceptions related to health risk behaviors were assessed in comparable samples of Danish and American adolescents (ages 13-15 years). Partly on the basis of observation and previous research, the assumption was made that the American sample would report more self-enhancement tendencies than would the Danish sample. Consistent with this assumption, which was supported by the data, 2 hypotheses were tested: (a) The Americans would overestimate the prevalence of the various risks behaviors (among their peers) more so than would the Danes and (b) those estimates would be more closely linked to their own risk behaviors for the American sample. Results supported both hypotheses; motivational explanations were proposed for both effects. In addition, perceptions of the prototypes associated with particular risk behaviors were assessed and wer found to predict smoking behavior and willingness to engage in unprotected sexual intercourse for both samples. Implications for the study of adolescent risk behavior are discussed. (Reprinted by permission of the publisher.)
Publication Name: Journal of Applied Psychology
Subject: Social sciences
ISSN: 0021-9010
Year: 1995
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Dealer dependence and influence strategies in a manufacturer-dealer dyad
Article Abstract:
The relationship between a dealer's dependence on a manufacturing-dealer dyad and its use of influence strategies was investigated. Fifty-one dealers in the tungsten carbide tool industry in India were interviewed using a structured interview guide. Two broad categories of influence strategies were investigated: strategies based on altering a manufacturer's perceptions concerning inherent desirability of the behavior in question and those attempting direct behavior modification. Results indicated that a dealer highly dependent on its manufacturer for its goal attainment frequently used influence strategies based on perceptual change, that is, information exchange and recommendations. A dealer having low dependency in the relationship was more inclined to use direct behavior modification strategies such as requests, legalistic pleas, promises, and threats. (Reprinted by permission of the publisher.)
Publication Name: Journal of Applied Psychology
Subject: Social sciences
ISSN: 0021-9010
Year: 1989
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Consequences of influence tactics used with subordinates, peers, and the boss
Article Abstract:
A field study was conducted to discover how a manager's use of nine different influence tactics is related to a target task commitment and the manager's effectiveness. The variables were measured with a questionnaire filled out by subordinates, peers, and the boss of each manager. The most effective tactics were rational persuasion, inspirational appeal, and consultation; the least effective were pressure, coalition, and legitimating. Ingratiation and exchange were moderately effective for influencing subordinates and peers but were not very effective for influencing superiors. Inspirational appeal, ingratiation, and pressure were used most in a lateral direction; coalitions were used most in lateral and upward directions; and rational persuasion was used most in an upward direction. (Reprinted by permission of the publisher.)
Publication Name: Journal of Applied Psychology
Subject: Social sciences
ISSN: 0021-9010
Year: 1992
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