The Relationships Between Goals, Influence Tactics, and Personal and Organizational Variables
- 1 October 1982
- journal article
- research article
- Published by SAGE Publications in Human Relations
- Vol. 35 (10) , 871-878
- https://doi.org/10.1177/001872678203501004
Abstract
The present study is focused on the relationships between personal and contextual characteristics of the employer organization and the goals and tactics of influence used by the respondents. Participants were 125 middle-level managers and assistant managers. Kipnis, Schmidt, and Wilkinson's questionnaire for measuring goals and tactics of influence was used in addition to background data such as: ownership of the organization, size, and position. Results indicate that goals and tactics of influence were significantly related to four contextual variables: ownership, size, number of subordinates, and the professional discipline.Keywords
This publication has 5 references indexed in Scilit:
- A note about tactics used to influence superiors, co‐workers and subordinatesJournal of Occupational Psychology, 1980
- Intraorganizational influence tactics: Explorations in getting one's way.Journal of Applied Psychology, 1980
- Structure, technology, and dependence on a parent organization: Organizational and environmental correlates of individual responses.Journal of Applied Psychology, 1979
- An investigation of the influence of job level and functional specialty on job attitudes and perceptions.Journal of Applied Psychology, 1977
- A Multidimensional Approach Toward a Typology of BureaucracyAdministrative Science Quarterly, 1970