Abstract
Influence pattern effectiveness. Managers apply different influence tactics to get subordinates to perform their tasks. For a better understanding of the influence process dynamics, it has been recommended to consider the combination of different tactics instead of analyzing them separately. (Cialdini & Goldstein, 2004). The present study has analyzed the effectiveness of various influence tactics combinations used by superiors with their subordinates. We identified four influence patterns: hard pattern, rational pattern, active pattern and passive pattern. Pattern effectiveness was analyzed in terms of subordinates' satisfaction, commitment and well-being. We found that superiors who used a broader range of tactics were more effective than those using a single range of tactics. Practical implications are discussed.
