Title

How Managers Influence Superiors: A Study of Upward Influence Tactics

Document Type

Article

Publication Date

1988

Publication Title

Leadership and Organizational Development Journal

DOI

https://doi.org/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.

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