PUTTING UPWARD INFLUENCE STRATEGIES IN CONTEXT

Researchers have noted that upward influence tactics are often used in varying patterns and combinations (e.g. Yukl and Falbe, 1990). This s tudy investigated whether influence strategies representing hard, soft , or rational approaches to influence behavior would emerge in relatio n to upward influence tactics of assertiveness, rationality, coalition , upward appeal, ingratiation, and exchange. Hypotheses were offered c oncerning the relations of selected demographic, individual difference , relational, and opportunity factors to these strategies. The 225 par ticipants were full-time employees of a national non-profit organizati on. Second-order factor analysis provided some support for the dimensi onalization of upward influence tactics as representing hard, soft, an d rational strategies. Each strategy was related to a unique set of pr edictors. The results suggest a higher level of complexity for influen ce strategies than previously expected. The implications of this study , as well as fruitful areas for future research, are discussed. (C) 19 97 by John Wiley & Sons, Ltd.