Leader-member exchanges and choice of influence tactics

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.