The Relationships Between Goals, Influence Tactics, and Personal and Organizational Variables

Abstract

The present study is focused on the relationships between personal and contextual characteristics of the employer organization and the goals and tactics of influence used by the respondents. Participants were 125 middle-level managers and assistant managers. Kipnis, Schmidt, and Wilkinson's questionnaire for measuring goals and tactics of influence was used in addition to background data such as: ownership of the organization, size, and position. Results indicate that goals and tactics of influence were significantly related to four contextual variables: ownership, size, number of subordinates, and the professional discipline.