Garko M G
Department of Communication, University of South Florida, Tampa.
Physician Exec. 1990 Nov-Dec;16(6):9-13.
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.
