Construction and Validation of the Interpersonal Influence Tactics Circumplex (IIT-C) Scales

Abstract

Assessment of interpersonal dispositions (e.g., traits, problems) commonly employs self- and informant-report measures that conform to the two-dimensional interpersonal circumplex (IPC) model. Here, we adopted the IPC and interpersonal theory as a framework for mapping the universe of content of interpersonal influence. Although there are existing measures of influence tactics used in influence research, this literature is divided among disciplines with varying construct definitions and no unifying theory. Here, we define interpersonal influence as the conscious maneuvering of one's behavior to engender desired responses from others in interpersonal situations. The current article details the construction and validation of the Interpersonal Influence Tactics Circumplex (IIT-C) Scales in two samples (Ns = 862, 608). The 64-item IIT-C assesses a comprehensive taxonomy of interpersonal influence tactics conforming to the structure of the IPC. Circumplex structure of the IIT-C was confirmed and replicated. Using the structural summary method for circumplex data, associations with other IPC measures, existing measures of influence, normal personality traits, and pathological personality traits supported the validity of IIT-C scores. The IIT-C assesses a theoretically based and empirically derived set of interpersonal influence tactics and provides a common language for integrating distinct streams of influence research by conforming to the IPC.