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.