Leader Characteristics, Self-Confidence, and Methods of Upward Influence in Organizational Decision Situations

Abstract

This study on the exercise of influence examines selected relationships among leader characteristics, self-confidence in exercising influence, and the likelihood of using several methods of influence in three organizational decision situations. Leader characteristics were found to be related to self-confidence in exercising influence, and self-confidence in exercising influence was found to be weakly related to the likelihood of using persuasive arguments as a method of influence.