| Sumario: | A study was conducted to examine the use of influence tactics in persuasion. Subjects were 154 American undergraduates who were presented with vignettes in which a downward influence situation was described, together with conditions of the kinds of jobs of the agent and target of the influence situation, the role identities of the actors, and the objective of the actor trying to influence the target. Confirmatory factor analysis was employed to test the prediction that the preference order for influence tactics would be invariant across situations. The findings indicated that the likelihood and relative degree to which the influence tactics were predicted to be used were comparable across situations, giving support to the schema-based notion of a “persuade package.”
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