How do I get my way? A meta-analytic review of research on influence tactics

Soojin Lee, Soojung Han, Minyoung Cheong, Seckyoung Loretta Kim, Seokwha Yun

Research output: Contribution to journalReview articlepeer-review

28 Scopus citations

Abstract

Despite considerable research investigating the role of influence tactics on work-related outcomes in organizations, consensus on the effectiveness of influence tactics has been elusive. Specifically, there is a lack of integration concerning the relationships between proactive influence tactics and their outcomes. We investigate the effectiveness of 11 influence tactics from a comprehensive perspective using meta-analytic techniques. In particular, the current study focuses on relationships between each of the 11 influence tactics (i.e., rational persuasion, exchange, inspirational appeal, legitimating, apprising, pressure, collaboration, ingratiation, consultation, personal appeals, and coalition) and task- and relations-oriented outcomes. In addition, we investigate the moderating effects of the direction of influence tactics, measurement of influence tactics, singular influence tactic (versus use of a combination of influence tactics), independence of data sources, and study setting involved in the study. Regardless of task- and relations-oriented outcomes, based on 49 independent samples (N = 8987), our results show positive relationships between outcomes and rational persuasion, inspirational appeal, apprising, collaboration, ingratiation, consultation, and a negative relationship between pressure and outcomes. Rational persuasion is the only tactic which held stable positive relationships with both categories of outcomes regardless of moderating factors. Implications and directions for future research in the area of influence tactics are discussed.

Original languageEnglish (US)
Pages (from-to)210-228
Number of pages19
JournalLeadership Quarterly
Volume28
Issue number1
DOIs
StatePublished - Feb 1 2017

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Sociology and Political Science
  • Applied Psychology
  • Organizational Behavior and Human Resource Management

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