ANTECEDENTS OF INFLUENCE OUTCOMES

Influence incidents described either by agents or targets were coded f or the presence of 9 influence tactics, and the outcome was coded in t erms of commitment, compliance, or resistance. Agent power and content factors for an incident were measured with a short questionnaire. Thi s study is the first to show that influence tactics, agent power, and content factors independently affect influence outcomes. Target commit ment was more likely when the request was important and enjoyable to i mplement, and the agent had strong referent power, used consultation, inspirational appeals, or a strong form of rational persuasion, and di d not use pressure.