Intraorganizational influence tactics: Explorations in getting one's way.
By Kipnis, David; Schmidt, Stuart M.; Wilkinson, Ian
Journal of Applied Psychology, Vol 65(4), Aug 1980, 440-452.
Abstract
In Study 1, 165 lower-level managers wrote essays describing an incident in which they influenced either their bosses, co-workers, or subordinates. Through content analysis, a total of 370 influence tactics in 14 categories were identified. In Study 2 the 370 influence tactics were rewritten into a 58-item questionnaire. New respondents described the extent to which they used each item to influence their bosses, co-workers, or subordinates (N = 225, 285, and 244, respectively). Factor analysis of the questionnaire revealed 8 dimensions of influence: Assertiveness, Ingratiation, Rationality, Sanctions, Exchange, Upward Appeals, Blocking, and Coalitions. The frequency with which each influence dimension was used related to the relative power of the respondents and their targets of influence, the resistance of the target person and the organizational status of the respondents. (10 ref) (PsycINFO Database Record (c) 2016 APA, all rights reserved)