Antecedents of influence outcomes

Journal of Applied Psychology

Volumn 81, Issue 3, 1996, Pages 309-317

  Yukl, Gary ^a   Kim, Helen ^a   Falbe, Cecilia M ^a  

^a STATE UNIVERSITY OF NEW YORK   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0030551375     PISSN: 00219010     EISSN: None     Source Type: Journal    
DOI: 10.1037/0021-9010.81.3.309     Document Type: Article

References (13)

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2. Case, T., Dosier, L., Murkinson, G., & Keys, B. (1988). How managers influence superiors: A study of upward influence tactics. Leadership and Organizational Development Journal, 9(4), 25-31.
3. Dosier, L., Case, T., & Keys, B. (1988). How managers influence subordinates: An empirical study of downward influence tactics. Leadership and Organizational Development Journal, 9(5), 22-28.
4. Erez, M., Rim, Y., & Keider, I. (1986). The two sides of the tactics of influence: Agent vs. target. Journal of Occupational Psychology, 59, 25-39.
5. Falbe, C. M., & Yukl, G. (1992). Consequences for managers of using single tactics and combinations of tactics. Academy of Management Journal, 35, 638-652.
6. French, J. R. P., & Raven, B. (1959). The bases of social power. In D. Cartwright & A. Zander (Eds.), Group dynamics (pp. 150-167). New York: Harper & Row.
7. Hinkin, T. R., & Schriesheim, C. A. (1990). Relationships between subordinate perceptions of supervisor influence tactics and attributed bases of supervisory power. Human Relations, 43, 221-237.
8. Keys, B., Case, T., Curran, K. E., Miller, T., & Jones, C. (1987). Lateral influence in organizations. International Journal of Management, 4, 425-431.
9. Podsakoff, P. M., & Schriesheim, C. A. (1985). Field studies of French and Raven's bases of power: Critique, reanalysis, and suggestions for future research. Psychological Bulletin, 97, 387-411.
10. Schilit, W. K., & Locke, E. A. (1982). A study of upward influence in organizations. Administrative Science Quarterly, 27, 304-316.
11. Yukl, G. (1994). Leadership in organizations. Englewood Cliffs, NJ: Prentice Hall.
12. Yukl, G., & Falbe, C. M. (1991). The importance of different power sources in downward and lateral relations. Journal of Applied Psychology, 76, 416-423.
13. Yukl, G., & Tracey, B. (1992). Consequences of influence tactics used with subordinates, peers, and the boss. Journal of Applied Psychology, 77, 525-535.