Upward Influence Strategies: The Effect of Consistency and Reciprocity Approaches on Supervisory Compliance and Performance Evaluations
Abstract
Subordinates frequently employ specific tactics (upward influence strategies) in their attempts to obtain rewards or compliance from supervisors. In this research project, the effects on supervisory compliance and subordinates' performance evaluations of strategies based on consistency and reciprocity were examined. ROTC cadets, acting as supervisors, were exposed to written scenarios in which key subordinates solicited their compliance. After exposure to these influence attempts, participants evaluated the subordinates. Compliance was measured by supervisory agreement with the subordinate's recommendation. Results indicate that the use of consistency or reciprocity strategies, either in combination or alone, is significantly more effective in producing supervisory compliance than control conditions. No differences were found between the use of a combination of consistency and reciprocity and the consistency approach used alone. However, the combination of consistency and reciprocity was more effective in facilitating supervisory compliance than reciprocity used alone. Use of these tactics did not effect performance ratings.
Document Details
- Document Type
- Technical Report
- Publication Date
- Jun 30, 1997
- Accession Number
- ADA327022
Entities
People
- Helen M. Meisenhelder
Organizations
- Air Force Institute of Technology