The role of interpersonal influence in budget decision making: The Canadian public library experience


Autoria(s): Stenström, Cheryl; Haycock, Ken
Data(s)

2015

Resumo

This study determined factors which influenced Canadian provincial (state) politicians when making funding decisions for public libraries. Using the case study methodology, Canadian provincial/state-level funding for public libraries in the 2009-2010 fiscal year was examined. The data were analyzed to determine whether Cialdini’s theory of influence and specifically any of the six tactics of influence (i.e., commitment and consistency, authority, liking, social proof, scarcity, and reciprocity) were instrumental in these budgetary decision-making processes. Findings show the principles of “authority,” “consistency and commitment,” and “liking” were relevant, and that “liking” was especially important to these decisions.

Identificador

http://eprints.qut.edu.au/74745/

Publicador

Sage Publications, Inc.

Relação

DOI:10.1177/0095399713519091

Stenström, Cheryl & Haycock, Ken (2015) The role of interpersonal influence in budget decision making: The Canadian public library experience. Administration & Society, 47(8), pp. 983-1014.

Direitos

Copyright 2014 The Authors

Fonte

School of Information Systems; Science & Engineering Faculty

Palavras-Chave #Advocacy #Decision making #Influence #Canada #Cialdini #Funding
Tipo

Journal Article