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Article: Persuasion strategies for physician executives. (Influencing Superiors, part 1)
- Article from:
- Physician Executive
- Article date:
- November 1, 1990
- Author:
CopyrightCOPYRIGHT 1990 American College of Physician Executives. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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Despite the various studies on physician executives and the importance attributed to physicians being in management, there is little systematic research on how physicians actually manage. One useful way to determine the nature of that role would be to examine how physician executives actually influence (manage) others in health care organizations. The perspective taken in the study reported in this article is that managing and influencing are inextricably connected. Previous research convincingly supports this principle by showing that managers' choices of compliance-gaining strategies to accomplish personal or organizational goals represent a major dimension in the ...