A Moderated Mediation Model of Supplication Tactics Toward Coworkers and Leader–Member Exchange

Abstract

Previous researchers of impression management have focused on the tactics of supervisor-targeted ingratiation, self-promotion, and exemplification, and neglected those targeting coworkers. Thus, we focused on the supplication tactics that employees use toward coworkers. Data were collected from 238 supervisor–subordinate dyads working at technology companies in Taiwan. Results showed that the higher the self-efficacy, the less likely employees were to use supplication tactics. This negative relationship was also stronger when leader–member exchange (LMX) quality was high. However, when employees used supplication tactics, high LMX did not buffer supervisors' negative assessment of their organizational citizenship behavior (OCB). Thus, employees' supplication tactics damaged supervisors' evaluation of their OCB. Theoretical and practical implications are discussed.