Consequences of Influence Tactics Used With Subordinates, Peers, and the Boss
Yukl, Gary; Tracey, J. Bruce
A field study was conducted to discover how a manager's use of 9 different influence tactics is related to target task commitment and the manager's effectiveness. The variables were measured with a questionnaire filled out by subordinates, peers, and the boss of each manager. The most effective tactics were rational persuasion, inspirational appeal, and consultation; the least effective tactics were pressure, coalition, and legitimating. Ingratiation and exchange were moderately effective for influencing subordinates and peers but were not effective for influencing superiors. Inspirational appeal, ingratiation, and pressure were used most in a downward direction; personal appeal, exchange, and legitimating were used most in a lateral direction; coalitions were used most in lateral and upward directions; and rational persuasion was used most in an upward direction.
management; influence; persuasion; manager effectiveness
Required Publisher Statement: © America Psychological Association. Final version published as: Yukl, G., & Tracey, J. B. (1992). Consequences of influence tactics used with subordinates, peers, and the boss. Journal of Applied Psychology, 77(7), 525-535. Reprinted with permission. All rights reserved.This article may not exactly replicate the final version published in the APA journal. It is not the copy of record.