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Assessing the construct validity and utility of two new influence tactics
Author(s) -
Yukl Gary,
Chavez Carolyn,
Seifert Charles F.
Publication year - 2005
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.335
Subject(s) - construct (python library) , psychology , construct validity , confirmatory factor analysis , social psychology , interpersonal communication , external validity , identification (biology) , differential effects , field (mathematics) , differential (mechanical device) , interpersonal influence , applied psychology , structural equation modeling , psychometrics , developmental psychology , computer science , medicine , botany , mathematics , machine learning , pure mathematics , engineering , biology , programming language , aerospace engineering
Progress in developing theories of interpersonal influence depends on the identification of meaningful and measurable constructs for classifying influence behavior. We assessed the construct validity and relative effectiveness of two new influence tactics with a field survey study, an incident study, and a laboratory experiment. The confirmatory factor analysis of data from the survey study indicated that collaboration and apprising were distinct from nine proactive tactics identified in earlier research. Additional evidence for construct validity was provided by a comparison of tactics in terms of expected differences in influence outcomes, frequency of use, and differential use with subordinates and peers. Managers who understand the differences among the tactics will be more effective in influencing people in organizations. Copyright © 2005 John Wiley & Sons, Ltd.