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Influence tactics and work outcomes: a meta‐analysis
Author(s) -
Higgins Chad A.,
Judge Timothy A.,
Ferris Gerald R.
Publication year - 2003
Publication title -
journal of organizational behavior
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 3.938
H-Index - 177
eISSN - 1099-1379
pISSN - 0894-3796
DOI - 10.1002/job.181
Subject(s) - psychology , meta analysis , rationality , work (physics) , population , social psychology , sociology , political science , medicine , engineering , law , mechanical engineering , demography
Recent research on influence tactics has focused on the benefits that accrue as a result of using such tactics. The current study utilizes meta‐analytic techniques to estimate the true population correlations between various influence tactics and work‐related outcomes. Results indicate that ingratiation and rationality have positive effects on work outcomes. Additional analyses suggest that these and other influence tactics have significant effects in certain situations and on specific work outcomes. Copyright © 2003 John Wiley & Sons, Ltd.