Effects of repeated multi-source feedback on the influence behavior and effectiveness of managers: A field experiment

Abstract

Despite the widespread use of multi-source behavioral feedback as a method of leadership development, little research has been conducted to identify facilitating conditions that can make the feedback more effective. This article reports results from a longitudinal field experiment on the effects of providing feedback about influence behavior to middle managers in the corporate office of a supermarket chain. Managers who only attended a single feedback workshop were compared to managers who attended a second feedback workshop several months after the initial one. A significant increase in the use of “core” influence tactics with subordinates and peers was found only for the managers who received repeated feedback, and they were also rated higher in overall effectiveness by their bosses. Practical implications for leadership development and suggestions for future research are discussed.