Leader-member exchanges and choice of influence tactics
Ansari, Mahfooz A.
The present study examined the influence dynamics in leader-member dyads, using roleplaying scenarios. The scenarios varied in terms of (a) leaders' perspective and members' perspective and (b) quality of exchange in the dyad (IN/OUT-group). Influence in dyads revealed interesting dynamics, though the study received only limited support for the hypothesis. The leader showed a likelihood of using different influence tactics for IN/OUTgroup subordinates. IN/OUT-group subordinates in turn also differed in their use of tactics to influence the leader. The implications of the findings are discussed, and directions for future research are suggested.
Sherpa Romeo green journal
Influence , Influence dynamics , Leader-member dyads , Influence tactics , Role-playing scenarios
Tandon, K., Ansari, M. A., & Lakhtakia, U. (1989). Leader-member exchanges and choice of influence tactics. Advances in Psychology, 4, 1-6.