Ra. Thacker et Sj. Wayne, AN EXAMINATION OF THE RELATIONSHIP BETWEEN UPWARD INFLUENCE TACTICS AND ASSESSMENTS OF PROMOTABILITY, Journal of management, 21(4), 1995, pp. 739-756
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.