AN EXAMINATION OF THE RELATIONSHIP BETWEEN UPWARD INFLUENCE TACTICS AND ASSESSMENTS OF PROMOTABILITY

This study investigates the importance of subordinate influence tactic s and individual differences on supervisors' perceptions of promotabil ity. Influence tactics were assessed by supervisors' perceptions of su bordinate use of three influence tactics (ingratiation, reasoning, and assertiveness), as well as subordinates' self-reports. The four indiv idual difference variables examined were education organizational tenu re, race, and gender. Results indicated the importance of both influen ce tactics and individual differences on assessments of promotability.