Dispositional Effects in Intra-Organizational Influence Tactics: A Meta-Analytic Review

Abstract

We conducted a meta-analysis to test dispositional antecedents of intra-organizational influence tactics used. The antecedents tested included self-reported measures of impression management, Machiavellianism, self monitoring, locus of control, social identity, intrinsic/internal motivation, and extrinsic/external motivation. Using Hunter and Schmidt's validity generalization procedures, the relationships between each dispositional variable and six influence tactics -- ingratiation, rationality, exchanges, coalitions, upward appeals, and assertiveness -- were assessed. Cumulative sample sizes ranging from 653 to 2,244 found several significant relationships among the 42 correlations examined. Each influence tactic examined demonstrated significant dispositional effects. Implications of findings are discussed and directions for future influence tactic research are provided. (dispositions, influence-tactics, meta-analysis).