Abstract
This study examined the intervening role that a perceptual variable, supervisor's perceptions of trust in a subordinate, plays in mediating the direct relationship between influence tactics and performance ratings. Employing a sample of 105 supervisors, the data showed that the effect of the cognitive marking from the subordinate's use of influence tactics is direct and significant on performance ratings for two influence tactics, assertiveness and higher authority. For 3 influence tactics, ingratiation, reasoning, and exchange, perceptions of trust mediated that relationship. Also, the direct effect of perceptions of trust on performance ratings was significant regardless of the influence tactic employed by the subordinate.
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