Leader-member exchanges and choice of influence tactics
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Date
1989
Authors
Ansari, Mahfooz A.
Journal Title
Journal ISSN
Volume Title
Publisher
Elsevier
Abstract
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.
Description
Sherpa Romeo green journal
Keywords
Influence , Influence dynamics , Leader-member dyads , Influence tactics , Role-playing scenarios
Citation
Tandon, K., Ansari, M. A., & Lakhtakia, U. (1989). Leader-member exchanges and choice of influence tactics. Advances in Psychology, 4, 1-6.