ETKİLEME TAKTİKLERİNİN İŞ PERFORMANSI VE İŞ STRESİ ÜZERİNDEKİ ETKİSİ: KİMYA SEKTÖRÜNDE BİR ARAŞTIRMA

One of the most important indicators of effective management is the success of the manager in influencing the people he works with and ensuring their commitment to the organizational goals. The influencing behaviors of managers, among other things, can affect the stress and work performance of employees in the workplace. In this study, the effects of five different influence tactics frequently used by managers on job performance and job stress were examined. Research data were collected from 293 white-collar employees working in the chemicals industry in Turkey, through questionnaires. Data analyses revealed that influence tactics through legitimating, rational persuasion, exchange, coalition tactic and personal appeal have significantly positive effects on job performance. It has been understood that rational persuasion has a significantly negative effect on work stress. Further, a negative and significant relationship between job performance and job stress was found. These findings were discussed in detail and managerial and research implications were presented.