G. Yukl et al., INFLUENCE TACTICS USED FOR DIFFERENT OBJECTIVES WITH SUBORDINATES, PEERS, AND SUPERIORS, Group & organization management, 20(3), 1995, pp. 272-296
Only a few studies have examined the relationship between influence ta
ctics and objectives, and the results were inconsistent. The present s
tudy employed two different research methods to determine how often pe
ople use nine influence tactics to attain five influence objectives wi
th subordinates, peers, and superiors. One method was a survey on whic
h managers reported their use of each tactic for each type of objectiv
e. The other method was a content analysis of incidents in which influ
ence attempts in a variety of organizations were described from the pe
rspective of the agent or target The results showed that managers seek
different things from subordinates, peers, and superiors. A different
pattern of influence tactics was used for each type of influence obje
ctive, and the pattern varied by direction. Implications for managers
were discussed.