Putting upward influence strategies in context

✍ Scribed by STEVEN M. FARMER; JOHN M. MASLYN; DONALD B. FEDOR; JODI S. GOODMAN

• Book ID: 101288067
• Publisher: John Wiley and Sons
• Year: 1997
• Tongue: English
• Weight: 248 KB
• Volume: 18
• Category: Article
• ISSN: 0894-3796
• DOI: 10.1002/(sici)1099-1379(199701)18:1<17::aid-job785>3.0.co;2-9

✦ Synopsis

Researchers have noted that upward in¯uence tactics are often used in varying patterns and combinations (e.g. Yukl and Falbe, 1990). This study investigated whether in¯uence strategies representing hard, soft, or rational approaches to in¯uence behavior would emerge in relation to upward in¯uence tactics of assertiveness, rationality, coalition, upward appeal, ingratiation, and exchange. Hypotheses were oered concerning the relations of selected demographic, individual dierence, relational, and opportunity factors to these strategies. The 225 participants were full-time employees of a national non-pro®t organization. Second-order factor analysis provided some support for the dimensionalization of upward in¯uence tactics as representing hard, soft, and rational strategies. Each strategy was related to a unique set of predictors. The results suggest a higher level of complexity for in¯uence strategies than previously expected. The implications of this study, as well as fruitful areas for future research, are discussed.