A field study of the relation between leaders' anticipation of targets' resistance and targets' reports of influence tactics used by leaders in dyadic relations

Authors
Barbuto, JE Scholl, RW Hickox, CF Boulmetis, J
Citation
Je. Barbuto et al., A field study of the relation between leaders' anticipation of targets' resistance and targets' reports of influence tactics used by leaders in dyadic relations, PSYCHOL REP, 88(3), 2001, pp. 835-843
Citations number
25
Categorie Soggetti
Psycology
Journal title
PSYCHOLOGICAL REPORTS
ISSN journal
00332941 → ACNP
Volume
88
Issue
3
Year of publication
2001
Part
1
Pages
835 - 843
Database
ISI
SICI code
0033-2941(200106)88:3<835:AFSOTR>2.0.ZU;2-D
Abstract
This research explored the relationship between targets' resistance and lea ders' behaviors. Barbuto's concentric zones, Preference, Indifference, Legi timate, Influence, and Noninfluence, were used as the independent variables to predict leaders' use of influence tactics. Results from 83 leader-membe r dyads imply moderate relationships between perceptions of followers' resi stance and influence tactics used by leaders. Directions for research are a ddressed.