Why are styles of upward influence neglected? Making the case for a configurational approach to influences

Kipnis and Schmidt (1988) challenged the traditional between person focus i n upward influence research by the clustering of tactics to identify four b roader styles individuals use in influence attempts. Using two diverse samp les, findings supported the existence of three of the four styles identifie d by Kipnis and Schmidt (Tactician, Shotgun, and Bystander). Tests of hypot heses linking theoretical correlates to specific styles suggest that config urational approaches to influence use should not be ignored by researchers. (C) 1999 Elsevier Science Inc. All rights reserved.