摘要：Managers apply a range of influence tactics to get subordinates to perform tasks. For a better understanding of the
influence process dynamics it has been recommended to consider the combination of different tactics, rather than analyzing
them separately (Cialdini & Goldstein, 2004). The present study analyzes the effectiveness of different combinations of
influence tactics used by managers with their subordinates. We identified four influence patterns: strong pattern, rational
pattern, active pattern and passive pattern. The effectiveness of these patterns was analyzed in terms of subordinates’ job
satisfaction, commitment and well-being. We found that managers who used a broader range of tactics were more effective
than those who used a single category. The practical implications of our findings are discussed.
