Effect of Employees Upward Influence Tactics on Managerial Decision Making
Published: 2017
Author(s) Name: Amit Dhiman |
Author(s) Affiliation: Associate Professor, Indian Institute of Management Calcutta, West Bengal, India.
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Abstract
There is a need to develop the
upward influence (UI) theory further
by understanding the individual
effects of soft, hard, and
rational tactics on managerial
decision making. Agents or subordinates
employ UI to fulfill
their goals. The target either commits,
or complies, or resists the
agents request. Targets responses
are dependent on certain
mediating variables which represent
his/her feelings and perceptions
mainly formed on the basis
of UI tactics. Agents usually employ
UI tactics in combination,
and the decision makers response
depends on the interplay
of mediating variables. The
model developed in this paper
integrates the past research and
presents an interactive model
which explains the combined effect
as well.
Keywords: N.A.
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