A Study of Influence Tactics Used by Entrepreneurs

Authors

  •   Lakshya Singh Student, Department of Electronics and Communication Engineering, IIIT-Raipur, India. Dr. SPM International Institute of Information Technology, Naya Raipur. Plot No. 7, near Purkhoti Muktangan, Sector 24, Atal Nagar-Nava Raipur, Chhattisgarh - 493 661
  •   Sresha Yadav Assistant Professor, Department of Humanities,IIIT-Raipur, India. Dr. SPM International Institute of Information Technology, Naya Raipur. Plot No. 7, near Purkhoti Muktangan, Sector 24, Atal Nagar-Nava Raipur, Chhattisgarh - 493 661
  •   Shreyansh Dewangan Student, : Department of Electronics and Communication Engineering, IIIT-Raipur, India. Dr. SPM International Institute of Information Technology, Naya Raipur. Plot No. 7, Near Purkhoti Muktangan, Sector 24, Atal Nagar-Nava Raipur, Chhattisgarh - 493 661
  •   Vaibhav Thakur Student, Department of Electronics and Communication Engineering, IIIT-Raipur, India. Dr. SPM International Institute of Information Technology, Naya Raipur. Plot No. 7, Near Purkhoti Muktangan, Sector 24, Atal Nagar-Nava Raipur, Chhattisgarh - 493 661

DOI:

https://doi.org/10.17010/amcije/2022/v5i2/171469

Keywords:

Consultation

, entrepreneurs, exchange, influence tactics, inspirational appeals, personal appeals

Paper Submission Date

, April 17, 2022, Paper Sent Back for Revision, May 10, Paper Acceptance Date, May 16, 2022

Abstract

Entrepreneurs have to deal with different stakeholders for the success of their ventures. These stakeholders include but are not limited to investors, employees, customers, and suppliers. An entrepreneur has to influence different stakeholders to support him during times of crisis or uncertainty. The present study analyzed different influence tactics used by the entrepreneurs with different stakeholders. The influence tactics taken into consideration include inspirational appeals, consultation, personal appeals, and exchange. Quantitative analysis helped conclude the tactic used with different stakeholders under different circumstances. The researchers hope this study will help entrepreneurs in selecting the right tactic and increase the chances of their venture’s success.  

Downloads

Download data is not yet available.

Downloads

Published

2022-06-01

How to Cite

Singh, L., Yadav, S., Dewangan, S., & Thakur, V. (2022). A Study of Influence Tactics Used by Entrepreneurs. AMC Indian Journal of Entrepreneurship, 5(2), 49–55. https://doi.org/10.17010/amcije/2022/v5i2/171469

Issue

Volume 5, Issue 2, April-June 2022

Section

Articles
Crossref
Scopus
Google Scholar
Europe PMC

References

Charbonneau, D. (2004). Influence tactics and perceptions of transformational leadership. Leadership & Organization Development Journal, 25(7), 565–576. https://doi.org/10.1108/01437730410561459

Falbe, C. M., & Yukl, G. (1992). Consequences for managers of using single influence tactics and combinations of tactics. Academy of Management Journal, 35(3), 638–652. https://doi.org/10.2307/256490

Fu, P. P., & Yukl, G. (2000). Perceived effectiveness of influence tactics in the United States and China. Leadership Quarterly, 11(2), 251–266. http://www.communicationcache.com/uploads/1/0/8/8/10887248/perceived_effectiveness_of_influence_tactics_in_the_united_states_and_china.pdf

Redien-Collot, R., & Lefebvre, M. R. (2015). Communication and entrepreneurship: influence tactics in business support situations. International Review of Entrepreneurship, 13(4), 269–297.

Searle, G. D., & Hanrahan, S. J. (2011). Leading to inspire others: Charismatic influence or hard work. Leadership & Organization Development Journal, 32(7), 736–754. https://doi.org/10.1108/01437731111170021

Todorovic, Z. W., & Schlosser, F. K. (2007). An entrepreneur and a leader! A framework conceptualizing the influence of leader style on a firm’s entrepreneurial orientation-performance relationship. Journal of Small Business and Entrepreneurship, 20(3), 289–307. https://doi.org/10.1080/08276331.2007.10593401