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Effect of Employees Upward Influence Tactics on Managerial Decision Making

Indian Journal of Industrial Relations

Volume 53 Issue 1

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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