How Managers Influence Superiors: A Study of Upward Influence Tactics
Document Type
Article
Publication Date
1988
Publication Title
Leadership and Organizational Development Journal
DOI
10.1108/eb053641
ISSN
0143-7739
Abstract
A field study was conducted to investigate the methods used by subordinate managers to influence superiors. Unlike previous upward influence studies, the investigation provides a detailed picture of upward influence approaches, addresses the issue of how managers combine influence tactics, and examines both the short‐ and long‐term outcomes of successful and unsuccessful influence episodes. Successful influence attempts were found to enhance long‐term influence, to encourage managers to become more active in trying to influence superiors, and to be associated with increased earnings, advancement, and improved confidence.
Recommended Citation
Case, Thomas L., Lloyd N. Dosier, Eugene Murkison, Richard Stapleton, J. Bernard Keys.
1988.
"How Managers Influence Superiors: A Study of Upward Influence Tactics."
Leadership and Organizational Development Journal, 9 (4): 25-31: Emerald Group Publishing Limited.
doi: 10.1108/eb053641 source: https://www.emerald.com/insight/content/doi/10.1108/eb053641/full/html
https://digitalcommons.georgiasouthern.edu/management-facpubs/78
Copyright
Copyright 1988, Emerald Group Publishing Limited
