Dispositional Effects in Intra-Organizational Influence Tactics: A Meta-Analytic Review

Topics:
Organizational Behavior,
Organizational Effectiveness
Tags:
AllBusiness.com,
Leadership,
Management,
Motivation,
Tactic
Source:
AllBusiness.com

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Overview: The authors' conducted a meta-analysis to test dispositional antecedents of intra-organizational influence tactics used. The antecedents tested included self-reported measures of impression management, Machiavellianism, self-monitoring, locus of control, social identity, intrinsic/internal motivation, and extrinsic/external motivation. Using Hunter and Schmidt's validity generalization procedures, the relationships between each dispositional variable and six influence tactics - ingratiation, rationality, exchanges, coalitions, upward appeals, and assertiveness - were assessed.

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