How I Get My Way? A Meta-Analytic Review of Research on Influence Tactics

Abstract

Despite the increased work on influence tactics in the current organizations, there is a lack of integration concerning the relationship between proactive influence tactics and its outcomes. This study investigates a comprehensive effectiveness of 11 proactive tactics, using meta-analytic techniques. Especially, the current study focuses on the relationship between each 11 influence tactic (i.e., rational persuasion, exchange, inspirational appeal, legitimating, apprising, pressure, collaboration, ingratiation, consultation, personal appeals, and coalition) and task- and relations-oriented outcomes. Also, we investigated the moderating effects of the directions of influence tactics (i.e., upward, lateral, and downward) and the sample type (i.e., MBA student sample and field sample) involved in the study. Results based on 33 independent samples (N = 6,727) indicate the effectiveness of each influence tactic, supporting for the most of our hypotheses. Implications and directions for future research are discussed.