Assessing Convergent and Discriminant Validity of the Influence Behavior Questionnaire

Abstract

The purpose was to study convergent and discriminant validity of the 1997 Influence Behavior Questionnaire (short version) used to assess lateral attempts at influence. 479 German employees participated in a multitrait-multimethod study with nine trait measures (Rational Persuasion, Inspirational Appeal, Consultation, Ingratiation, Exchange, Personal Appeal, Coalition, Legitimating, Pressure) and two methods (self- and peer-ratings). Data, analyzed with incomplete structural equation models, supported scales' convergent but not discriminant validity of the influence scales.