Korelaty wywierania wpływu – doniesienie wstępne
Rocznik: 2001 Tom: 7 Numer: 1
During the studies of three basic social needs (need for power, need for achievement, and need for affiliation), and techniques of social influence, the following relationships were established: 1. Subjects with high level of need for power used more frequently, than people with low level of that need, different methods of influencing other people. 2. The managers of medium level of organizational hierarchy tried to influence more frequently their subordinates, than to influence their superiors. 3. The subordinates were influenced by the use of so-called "hard" techniques, and superiors with the use of "soft" techniques. 4. Females manager, more frequently than male managers, used soft techniques of influence, particularly toward subordinates. 5. It looks that Polish managers have similar LMP (leadership motive pattern), as American managers. The strongest is the need for Power, the need of achievement is of medium level, and the weakest is the need for affiliation. However, female managers have the strongest need for achievement.