INFLUENCE STRATEGIES OF MALAYSIAN MANAGERS

Abstract

This study examines the influence strategies of Malaysian managers. The problem being investigated here involves whether there is evidence of a particular influence strategy being favoured by Malaysian managers. Second, are demographic variables important in affecting the choices of influence strategies? A total 350 questionnaires were distributed with a 39% response rate. The study found that the rational persuasion strategy followed by the inspirational and consultation strategies was the most popular strategy while exchange strategy and ingratiation was the least used strategy by Malaysian Managers. Some relationships and differences were found between demography and influence strategy.