INFLUENCE FROM BELOW - BETWEEN FOUNDATION AND MANIPULATION

The following nine influence strategies of subordinates (N=251) are sc aled with confirmatory factor analysis: Reason, consultation, emotiona l appeals, coalition, appeals to authority, friendliness, exchange, pr essure, and manipulation. However, self-rating scales of intraorganiza tional influence strategies are criticized from opposite points of vie w: whereas Neuberger (1995) claims that these inventories are not comp lex enough Wunderer and Weibler (1992) suggest that they are too compl ex. It is argued against Neuberger that self-rating scales count equal ly with other approaches in a pluralistic methodology. Wunderer and We ibler's hypothesis that all influence strategies can be reduced to two basic dimensions is tested empirically with confirmatory factor analy sis and rejected.