How managers influence subordinates: An empirical study of downward influence tactics

Lloyd N. Dosier; Thomas L. Case; J. Bernard Keys

doi:10.1108/eb053645

How managers influence subordinates: An empirical study of downward influence tactics

Lloyd N. Dosier, Thomas L. Case, J. Bernard Keys

Information Systems & Analytics

Georgia Southern University

Research output: Contribution to journal › Systematic review › peer-review

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Abstract

Today managers seem to be relying on informal influence processes more than on formal power and authority when leading subordinates[1, 2]. Perhaps this is due to the limits imposed on managerial power by courts, unions and organisational policy — or perhaps to an increased behavioural sensitivity of managers. This article will examine the pattern of influence tactics used by managers to bring about desired behaviour of subordinates.

Original language	English
Pages (from-to)	22-31
Number of pages	10
Journal	Leadership & Organization Development Journal
Volume	9
Issue number	5
DOIs	https://doi.org/10.1108/eb053645
State	Published - May 1 1988

Scopus Subject Areas

Business, Management and Accounting (miscellaneous)
Organizational Behavior and Human Resource Management

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10.1108/eb053645

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abstract = "Today managers seem to be relying on informal influence processes more than on formal power and authority when leading subordinates[1, 2]. Perhaps this is due to the limits imposed on managerial power by courts, unions and organisational policy — or perhaps to an increased behavioural sensitivity of managers. This article will examine the pattern of influence tactics used by managers to bring about desired behaviour of subordinates.",

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AB - Today managers seem to be relying on informal influence processes more than on formal power and authority when leading subordinates[1, 2]. Perhaps this is due to the limits imposed on managerial power by courts, unions and organisational policy — or perhaps to an increased behavioural sensitivity of managers. This article will examine the pattern of influence tactics used by managers to bring about desired behaviour of subordinates.

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How managers influence subordinates: An empirical study of downward influence tactics

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