Dissertation
Dissertation > Social Sciences > Sociology > Social life and social issues

The upstream influence strategy within the organization and related research

Author WangGuoQiang
Tutor MaXinChuan
School South China Normal University
Course Applied Psychology
Keywords Influence Influence tactics/strategy Upward influence tactics Paternalistic leadership Scenarios
CLC C913
Type Master's thesis
Year 2007
Downloads 126
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Influence tactics are the behavior model somebody uses to influence others in order to embody power or influence. Upward influence tactics is the behavior model while one influences his/her superiors on worksplace. Different influence tactics are all important for one’s career development, organization running and organization management. Through some methods such as document analysis, interview, questionnaire and scenario, the upward influence tactic has been studied. Taking exploratory factor anaysis, corformating factor analysis, analysis of variance, ralationship analysis, this research discussed the structure of upward influence tactics, the relation between upward influence tactics and paternalistic leadership, effect of upward influence tactics to appraise from superiors, and availability of upward influence tactics.The research includes five important conclusions:1) The style of upward influence tactics in my research include: Rational Persuasion, Consultation, Behavior represent, Personal relation, Higher authority, Adherence to rules, Assertiveness, Friendliness/Ingratiation and Exchange. The rational persuasion, "consultation, behavior represent belong to rational tactics, the personal relation, higher authority, adherence to rules, assertiveness belong to hard tactics, and friendliness/ingratiation and exchange belong to soft tactics.2) The three elements of paternalistic leadership have significant effection to frequency of upward influence tactics. Subordinate influence actively beneficence leader, avoid using hard tactics to morel lender, and obey to authoritarianism leader.3) The frequency of different upward influence tactics has effective to the evaluation from superiors. More using rational tactics have active effection, more using rational tactics have negative effection, and soft tactics have weak active effection.4) The availability of upward influence tactics is effective by quality of relationship between superior and subordinate through scenarios. Personal relationship between superior and subordinate would enhance the availability of upward influence tactics as a whole. The objective of influence dosen’t produce significant effection to availability of upward influence tactics as a whole, but have a certain extent effective for several tactics.5) Significant differences of upward influence tacticswere found comparing the staff with different sex, educational level, administrative levels and sex of superiors. However, there was no significant difference in the time in an organization.

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