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Influence tactics and objectives in upward, downward, and lateral influence attempts.

✍ Scribed by Yukl, Gary; Falbe, Cecilia M.

Book ID: 121382126
Publisher: American Psychological Association
Year: 1990
Tongue: English
Weight: 939 KB
Volume: 75
Category: Article
ISSN: 0021-9010
DOI: 10.1037/0021-9010.75.2.132

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## Abstract Why do managers employ certain tactics when they try to influence others? This study proposes and tests theoretical linkages between the five‐factor model of personality and managers' upward influence tactic strategies. Longitudinal data from 189 managers at 140 different organizations