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Compliance-Gaining Techniques of Type-A Managers

California State University, San Bernardino

Joseph Scudder

Indiana University

This investigation examined the relationship between downward compliance-gaining techniques and Type-A managers in blue-collar and white-collar occupational groups. Results supported the hypothesized positive relationship between antisocial techniques and Type-A orientation in both samples. Prosocial techniques were negatively asso ciated with Type-A orientation.

Journal of Business Communication, Vol. 30, No. 1, 63-79 (1993)
DOI: 10.1177/002194369303000104


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