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Fue propósito de esta investigación analizar cuáles son las Estrategias de Influencia (EI) más utilizadas por gerentes con altos puntajes en la variable Estrés Laboral, respecto a los de bajos puntajes. Igualmente, conocer cuál era el motivo social (logro, poder o afiliación) o componen-te predominante de dichos motivos. 43 gerentes (34 hombres y 9 mujeres, edad promedio 34 años), contestaron las Escalas: TIN (EI: Retadoras, Controladoras y Afiliativas, calla una con 3 subestrategias), MOSE (Motivos Sociales) y ETRA (Estrés Laboral). Se generaron grupos extremos, mostrando los 9 sujetos con puntajes altos en estrés, respecto a los 10 con puntajes bajos, medias equivalentes en las EI retadoras y afiliativas; sin embargo, en las EI controla-doras, la media para los primeros, fue mayor, con diferencia estadísticamente significativa, respecto a la alcanzada por los segundos, quienes evidenciaron menores niveles de estrés laboral. En los componentes del motivo de poder, obtuvieron diferencias altamente significativas, siendo menor la media en poder explotador y mayor en poder socializado. Igualmente, el grupo bajo en estrés, resultó con una media mayor en logro y el componente excelencia. Hallazgos que dieron apoyo al supuesto formulado, en cuanto que se esperaría que aquellos gerentes con mayores niveles de estrés, utilizaran más estrategias controladoras y su motivo predominante sería el de poder, específicamente el poder explotador.AbstractWas purpose of this investigation to analyze which the Strategies of Influence (SI) are more used by managers with high scores in the variable Labor Stress, regarding those of low scores. Equally to know which was the social reason (achieve, power or affiliation) or predominant component of this reasons. 43 managers (34 men and 9 women, age average 34 years), answered the Scales: TIN (SI: challengers, controllers and affiliatives, each one with 3 sub strategies), MOSE (Social Motives) and ETRA (Labor Stress). Extreme groups were genera-ted, showing 9 subjects with high scores in stress, regarding the 10 with low scores, obtained equivalent means in the challengers and affiliatives strategies; however, in the SI controllers, the mean for the first ones was higher and with statistically significant differences, regarding the mean reached by the seconds who apart from evidencing smaller levels of labor stress, also in the components of the reason of power, they obtained highly significant differences, being lower the mean in exploiter power and higher in socialized power. Equally, the low group in stress had a higher mean in the achievement motive and the component of excellence. Discoveries that gave support to the formulated supposition, regarding that it would be expected that those managers with more stress levels, would use more controller's strategies and their predominant motive would be the power, specifically the exploiter power.
Was purpose of this investigation to analyze which the Strategies of Influence (SI) are more used by managers with high scores in the variable Labor Stress, regarding those of low scores. Equally to know which was the social reason (achieve, power or affiliation) or predominant component of this reasons. 43 managers (34 men and 9 women, age average 34 years), answered the Scales: TIN (SI: challengers, controllers and affiliatives, each one with 3 sub strategies), MOSE (Social Motives) and ETRA (Labor Stress). Extreme groups were genera-ted, showing 9 subjects with high scores in stress, regarding the 10 with low scores, obtained equivalent means in the challengers and affiliatives strategies; however, in the SI controllers, the mean for the first ones was higher and with statistically significant differences, regarding the mean reached by the seconds who apart from evidencing smaller levels of labor stress, also in the components of the reason of power, they obtained highly significant differences, being lower the mean in exploiter power and higher in socialized power. Equally, the low group in stress had a higher mean in the achievement motive and the component of excellence. Discoveries that gave support to the formulated supposition, regarding that it would be expected that those managers with more stress levels, would use more controller's strategies and their predominant motive would be the power, specifically the exploiter power.
