Published : 2025-07-08

Reguły wywierania wpływu stosowane przez managerów a skuteczność ich działania ze względu na przynależność pokoleniową pracownika

Karolina Oleksa-Marewska

https://orcid.org/0000-0003-1280-7090

Mikołaj Pilc



Principles of persuasion applied by managers and their effectiveness based on the employee's generational affiliation

Abstract

The increasing generational diversity in the Polish labor market poses challenges for managers. This article explores the effectiveness of persuasion principles applied by managers based on employees' generational affiliation. The study identifies which of Robert Cialdini's six persuasion principles are most associated with effective management across four generations in the Polish labor market: Baby Boomers, Generation X, Generation Y, and Generation Z. Findings from a proprietary diagnostic survey (N=178) indicate that reciprocity is effective across all generations, with increasing significance in younger cohorts.. The principle of liking and similarity was found to be particularly impactful for younger generations, highlighting the importance of interpersonal relationships with supervisors. Conversely, the principle of commitment and consistency demonstrated greater relevance for older generations, while the principle of authority was notably significant for Baby Boomers and Generation Z. The principles of social proof and scarcity exhibited the least impact across all generational groups.




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Oleksa-Marewska, K., & Pilc, M. (2025). Reguły wywierania wpływu stosowane przez managerów a skuteczność ich działania ze względu na przynależność pokoleniową pracownika: Principles of persuasion applied by managers and their effectiveness based on the employee’s generational affiliation. The WSB University in Poznan Graduate Research Journal, (ONLINE FIRST). https://doi.org/10.58683/dnswsb.2043

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Uniwersytet WSB Merito w Poznaniu
ul. Powstańców Wielkopolskich 5
61-895 Poznań
e-mail: journals@poznan.merito.pl
University
Uniwersytet WSB Merito w Poznaniu / WSB Merito University
ul. Powstańców Wielkopolskich 5
61-895 Poznań

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