DIMENSIONS OF INTRAORGANIZATIONAL INFLUEN CE STRATEGIES

The following six intraorganizational influence strategies were scaled by Kipnis, Schmidt, and Wilkinson (1980) among others: reason, upward appeals, ingratiation, exchange, assertiveness, and sanctions. Drawin g back on the data of Kipnis et al., Wunderer's and Weibler's (1992) h ypothesis that all these strategies can be reduced at two basic dimens ions was tested empirically with exploratory and confirmatory factor a nalysis and refused. A non-orthogonal three-factor model attained the best goodness of fit.