NOTES
INTRODUCTION
1. Timothy C. Brock, Sharon Shavitt, and Laura A. Brannon, “Getting a Handle on the Ax of Persuasion,” in Sharon Shavitt and Timothy C. Brock, eds., Persuasion: Psychological Insights and Perspectives (Boston: Allyn & Bacon, 1994), 1.
2. John P. Kotter, John P. Kotter on What Leaders Really Do (Boston: Harvard Business Review Press, 1999), 100.
3. Jay Conger, “The Necessary Art of Persuasion,” Harvard Business Review Classics (Boston: Harvard Business Press, 2008), 1-2.
4. Two validation studies (one with a sample size of 4,500 and the other with a sample of 10,700) showed that the Survey of Influence Effectiveness (SIE) is a valid instrument. Using the alpha coefficient (a measure of internal consistency), we found that scale ...
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