Influence tactics and objectives in upward, downward, and lateral influence attempts.

Abstract

Two studies were conducted to replicate and extend previous exploratory research by Kipnis, Schmidt, and Wilkinson (1980) on influence tactics and objectives in organizations. A new questionnaire was developed that included measures of important influence tactics and objectives omitted in the earlier research. Whereas the earlier research used only agent self-reports of influence behavior, the present research used both agent and target reports. Differences in downward, lateral, and upward influence attempts were replicated more for data from agents than for data from targets. Direction of influence had a stronger effect on influence objectives than on influence tactics. Despite some differences due to data source and direction of influence, the relative frequency of use for the 8 influence tactics was remarkably similar across conditions. Consultation and rational persuasion were the tactics used most frequently, regardless of the direction of influence.