When executives successfully influence peers: The role of target assessment, preparation, and tactics

Abstract

We examined 62 lateral influence episodes to more fully understand the process used by executives to gain the support of peers for new initiatives. Behavioral complexity theories (cf. Zaccaro, 2001) were used to formulate the research questions related to this study and interpret the results. Interestingly, target assessment factors were connected to certain preparation efforts and the use of specific influence tactics. Executives' preparation efforts, however, were not associated with influence tactic use. Implications for HR professionals and directions for research are discussed. © 2005 Wiley Periodicals, Inc.