Correlations for Leaders' Anticipation of Targets' Resistance and Targets' Ratings of Leaders' Influence Tactics: A Replication

Abstract

A sample of 553 leader-target dyads was used to replicate the 2001 work of Barbuto, Scholl, Hickox, and Boulmetis. The study examined the correlation between leaders' anticipation of targets' resistance and influence tactics used by leaders to persuade targets. The original study reported mixed findings of various hard and soft tactics used by leaders based on the different zones of resistance anticipated. Present results show no relation between leaders' anticipation of targets' anticipated resistance and the influence tactics used.