The Relationships Among Managerial Motivation and Influence Styles of USAF Procurement Contracting Officers.

摘要

The research examines the relationships between motivation and the selected influence styles of USAF Procurement Contracting Officers (PCOs). Research instruments designed to measure these relationships were distributed to PCOs at Aeronautical Systems Division of Air Force Systems Command. The influence styles were based on French and Raven's typology and consisted of referent, formal, punishment, reward, and expert sources of power. Motivation responses were coded to provide a motivation index for each PCO. Perceived importance of various influence styles was measured relative to both the PCO's subordinates and his work associates.