SOCIAL-PERCEPTION, MOTIVES, AND POWER BAS ES OF INTRAORGANIZATIONAL INFLUENCE - 6 EMPIRICAL-STUDIES

Blickle (1995) developed a German inventory of intraorganizational inf luence scales including the following strategies: Rational persuasion, ingratiation, pressure, and upward appeals. In the first parr of the paper the validity of this inventory was tested with four studies. The way supervisors describe their influence behavior was compared with s ubordinates' description of supervisors' influence behavior. The resul ts confirm the validity of the inventory. In the second part it was in vestigated how motives (achievement motive, power motive, aggression m otive, compliance) and power resources (sanction power, connecting pow er, expert power, sociability) relate to the use of intraorganizationa l influence strategies. Results show that the use of all influence str ategies was related both to motives and to power resources. However, a utonomy was no moderator of the motives and machiavellism was no moder ator of the power resources. Finally, the ethical evaluation of intrao rganizational influencing behavior is discussed.