EFFECT OF INFLUENCE TACTICS ON WORKERS’ PERFORMANCE IN DANGOTE CEMENT PLC, OBAJANA- KOGI STATE

Abstract

Influence is a primary social mechanism through which a leader enacts his or her leadership using various tactics to influence others. This study is an attempt to investigate the effect of influence tactics on worker’s performance in Dangote Cement Plc, Obajana- Kogi State. Specifically, it was designed to examine the effect of appeal to higher authority; ingratiation; impression management; and persuasion tactics (as the dependent variables) on workers performance. A descriptive-survey research design was adopted, while purposive sampling technique was employed to arrive at a sample size of fifty-eight (58) from the research population of 151 senior staff, frontline managers and management personnel of the organization. Out of the fifty-eight questionnaires administered to the staff, only forty-eight were returned. Multiple regression analysis was used to determine the relationship between the two variables using the regression coefficients (Beta values). Results showed that ingratiation has a negative and insignificant effect on performance; impression management have positive and insignificant effect on workers performance; but appeal to higher authority and persuasion tactics had positive effect on workers performance in Dangote Cement Plc, Obajana- Kogi State. The study recommended that management of the firm should adopt the use of persuasion and appeal to higher authority considering their positive effect on workers performance; the use of ingratiation as an influence tactics should be minimized; and impression management should be encouraged.