The role of upward influence tactics in human resource decisions

  • Wayne S
  • Liden R
  • Graf I
 et al. 
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A model was examined which proposes that employee influence tactics impact human resource decisions by affecting managers' perceptions of the subordinate's interpersonal skills, manager liking of subordinates and managers' perceptions of similarity to subordinates. The human resource decisions investigated were performance ratings, promotability assessments and salary. Structural equation modeling results indicated that influence tactics were related to managers' perceptions of subordinates' interpersonal skills, liking and perceptions of similarity to subordinates. Subordinates' use of reasoning, assertiveness and favor rendering were positively related to managers' perceptions whereas bargaining and self-promotion were negatively related to these perceptions.

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  • Sandy J. Wayne

  • Robert C. Liden

  • Isabel K. Graf

  • Gerald R. Ferris

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