Middle managers’ found to influence strategy development and implementation through their upward and downward strategic activities (influence). They use different influence tactics such as Pressure and Upward Appeals. Yukl and Falbe (1990) found that “Direction of influence had a stronger effect on influence objectives than on influence tactics”. Based on what has been stated by Yukl and Falbe, which the dependent variable is and which is the independent variable in this case? Dose middle managers behavior through their upward and downward influence activities drives their selection of the influence tactics or is it the influence tactics that moderate their behavior?
Yukl, G., & Falbe, C. M. (1990). Influence tactics and objectives in upward, downward, and lateral influence attempts. Journal of applied psychology, 75(2), 132.
I was a Merchandise Manager for Barnes & Noble. I had two Assistant Managers and a General Manager above me. I was also left alone to manage the store, mostly closings. In attempts at influencing those above me, it depended upon the person. When I was in charge, I used more authoritative and cooperative tactics. My behavior changed when with fellow managers into a more cooperative and goal focused tactic. So, I believe that influential tactics were chosen to moderate behavior. IV - influential tactic selection, DV - level of moderation of behavior.
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