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  • 2009
  • Working Paper
  • HBS Working Paper Series

Authority versus Persuasion

By: Eric J. Van den Steen
  • Format:Print
  • | Language:English
  • | Pages:22
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Abstract

This paper studies a principal's trade-off between using persuasion versus using interpersonal authority to get the agent to "do the right thing"; from the principal's perspective (when the principal and agent openly disagree on the right course of action). It shows that persuasion and authority are complements at low levels of effectiveness but substitutes at high levels. Furthermore, the principal will rely more on persuasion when agent motivation is more important for the execution of the project, when the agent has strong intrinsic or extrinsic incentives, and, for a wide range of settings, when the principal is more confident about the right course of action.

Keywords

Employee Relationship Management; Managerial Roles; Projects; Motivation and Incentives; Power and Influence

Citation

Van den Steen, Eric J. "Authority versus Persuasion." Harvard Business School Working Paper, No. 09-085, January 2009.
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About The Author

Eric J. Van den Steen

Strategy
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