Convergence of Agents' and Targets' Reports on Intraorganizational Influence Attempts1

Abstract

Summary The object of the current study was to determine the convergent and discriminant validity of agents' and targets' reports on intraorganizational influence attempts with a structural equation model using latent state-trait analyses. To explain agent-target convergence, we linked the theory of formal organizations to Correspondent Inference Theory. Managers (agents) were asked to describe how they try to influence their boss, a coworker, and a subordinate. These targets also described how the agent tries to influence them. Both agents and targets rated four types of influence attempts twice within 2½ months, namely, rational persuasion, ingratiation, pressure, and upward appeals. In the multitrait-multimethod design, we analyzed 209 complete sets of questionnaires (one agent questionnaire, three target questionnaires, N = 836). The use of structural equation models in analyzing multitrait-multimethod matrices has often resulted in severe difficulties. In the present research, these problems were not encountered. On the whole, the agent-target convergence was low but significant.