Managers report using personal appeals most frequently with other managers and rational persuasion most frequently with subordinates.

Question

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According to research on leadership and influence, managers typically use rational persuasion more frequently with other managers and personal appeals more frequently with subordinates. This is because rational persuasion is seen as a more formal and logical approach that is effective with peers, while personal appeals can be more emotional and relational, which can be effective in managing and motivating subordinates.

Managers Report Using Personal Appeals Most Frequently with Other Managers