Relational considerations in the use of influence tactics

It is proposed that the existing relationship between the influencing agent and the target of influence plays a central role in the choice of using ha rd and soft influence tactics. In a field study, 3 key aspects of the relat ion between agent and target were examined, and the results generally suppo rted our hypotheses. First, the more unfairly people felt they were treated the more often they wielded influence, especially using harder influence t actics. Second, the better the influencing agent liked the target, the rela tively less often he or she used hard tactics. Finally, the more the influe ncing agent felt dependent upon the target, the fewer influence tactics, bo th hard and soft, were used. The discussion focuses on both the practical a nd theoretical implications of these findings.