中国科学院心理研究所机构知识库

The factors of interpersonal influence tactics have become meaningful tools of motivating followers within a group and changing his/her behavior as well in HR management. Based on domestic and foreign references, the author began from the influence between the supervisor and the subordinate, and then went on with the factors of interpersonal influence （FIR） on the social and cultural background in China. Structured interview and questionnaire were used to find the factors. Data analysis （EFA- Exploratory factor analysis and CFA- Confirmatory factor analysis） showed a six-dimension construct of FIR, which included External Encouragement, Expert and information, Legal Position, Remedy, Reciprocity and Emotional Reference. Comparing with the major western theory of five-factor structure （External Encouragement, Expert and information, Legal Position, Fairness, and Reference）, we found that the concepts and meanings of three factors are the same. The three factors are External Encouragement, Expert and information and Legal Position. As for the factor of Fairness, it is quite different from western theory. There are two aspects in this factor＇ s content in China： Remedy and Reciprocity. People may feel that the psychological mechanism of remedy and reciprocity are different. In the article, there is a more detailed explanation： the factor of Emotional Reference not only includes personal feelings （western theory of Reference, for example, ＂If I know my supervisor likes me, I would feel very good＂）, but also the feeling of the supervisor （for example, ＂I respect my supervisor and speak highly of him＂ etc.）. It is a wider concept. On the whole, having compared the factors of interpersonal influence with the structure of the western theory in this study, we find that there are both similarities and differences at specific level of classification standards. Such findings are in line with Chinese interpersonal relationships character, ＂GUANXI＂, which plays a very important role. In the end, the author discussed the application of the factors of interpersonal influence to HR management.

国家自然科学基金项目(编号:70471060)。