Perceptions of Influence in Managerial Dyads: The Role of Hierarchy, Media, and Tactics
Bruce Barry, Thomas S. Bateman
Human Relations · 1992 · Volume 45 · Issue 6
DOI: 10.1177/001872679204500602
Abstract
Relationships among dyadic structure, the influence tactics used by managers, the communication media they employ, and perceived influence success were investigated in a field study. Surveyed managers (n = 139) responded to questions about their patterns of communication and influence with respect to a single other individual in the organization. Dyadic relationship (upward, downward, or horizontal) affected influence tactics and media usage; these behaviors in turn were found to be selectively related to influence success, depending on the dyadic relationship between agent and target of influence.
Keywords
social influence, communication, media, compliance-gaining
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