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

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.

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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.

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2 citations in Scopus
1 citations in Web of Science®
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ID Code: 74745
Item Type: Journal Article
Refereed: Yes
Additional Information: Published online before print January 9, 2014
Keywords: Advocacy, Decision making, Influence, Canada, Cialdini, Funding
DOI: 10.1177/0095399713519091
ISSN: 0095-3997
Divisions: Current > QUT Faculties and Divisions > Science & Engineering Faculty
Copyright Owner: Copyright 2014 The Authors
Deposited On: 05 Aug 2014 23:41
Last Modified: 22 Jun 2017 05:01

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