Physician executives' persuasive styles of communication in upward influence situations

This article examines the communicator style choices of physician executives when attempting to persuade a superior whose own style of communication is attractive and unattractive. In the November-December 1990 issue of Physician Executive, the author reported on persuasive strategies physician executives use to influence such targets of influence. Whereas the earlier study focused on what physician executives communicate to be persuasive, the present investigation treated the way physician executives communicate to persuade attractive and unattractive superiors. The results suggest that the way physician executives communicate in upward influence situations is affected by the way their superiors communicate with them.     

Persuasion strategies for physician executives: Part II. Influencing subordinates

The investigation reported in this article is the second of two studies examining the way physician executives use persuasion strategies. Despite the research on physician executives and the importance attributed to physicians' being in management, there is still much to learn about how physicians actually manage, particularly in influence situations. The goal of this study is to examine physician executives' choices of persuasion strategies to influence subordinates who communicate with them in attractive and unattractive styles. In the November-December 1990 issue of Physician Executive, the author reported on a study of strategies used to persuade superiors.     

Persuasion strategies for physician executives: Part I--Influencing superiors

Little is known about the way physicians function as managers in influence situations. In an effort to fill this gap in the literature and to illuminate how a "target's" communication style affects "agents" strategic decisions, this study examined 222 physician executives' choices of compliance-gaining strategies when seeking to influence superiors who communicate with them in attractive and unattractive styles.     

Physician executives' persuasive styles of communication in downward influence situations

In the January-February 1991 issue of Physician Executive, the author reported on the persuasive strategies used to influence both attractive and unattractive subordinates. The focus in the earlier study was on what was communicated. In this investigation, attention is devoted to the way physician executives communicate. The results strongly suggest that physician executives' communicator style preferences are affected by whether or not they like or dislike the subordinates they are attempting to persuade.