Abstract
The purpose was to study convergent and discriminant validity of the 1997 Influence Behavior Questionnaire (short version) used to assess lateral attempts at influence. 479 German employees participated in a multitrait-multimethod study with nine trait measures (Rational Persuasion, Inspirational Appeal, Consultation, Ingratiation, Exchange, Personal Appeal, Coalition, Legitimating, Pressure) and two methods (self- and peer-ratings). Data, analyzed with incomplete structural equation models, supported scales' convergent but not discriminant validity of the influence scales.
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