Publications
Publications
- 2009
- HBS Working Paper Series
Authority versus Persuasion
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.