ASSESSING CONVERGENT AND DISCRIMINANT VALIDITY OF THE INFLUENCE BEHAVIOR QUESTIONNAIRE

The purpose was to study convergent and discriminant validity of the 1 997 Influence Behavior Questionnaire (short version) used to assess la teral attempts at influence. 479 German employees participated in a mu ltitrait-multimethod study with nine trait measures (Rational Persuasi on, Inspirational Appeal, Consultation, Ingratiation, Exchange, Person al Appeal, Coalition, Legitimating, Pressure) and two methods (self- a nd peer-ratings). Data, analyzed with incomplete structural equation m odels, supported scales' convergent but not discriminant validity of t he influence scales.