title: Influence tactics used by subordinates: an empirical analysis of the Kipnis and Schmidt Subscales.
abstract: It was the purpose of this research to analyze the factorial and construct validity of the Profile of Organizational Influence Strategies, Form M of Kipnis and Schmidt, which assesses attempts to influence a manager and also attempts when the manager has resisted doing what the employee wants. 254 German employees from various organizations participated. The Profile of Organizational Influence Strategies and the Blickle Inventory assessed upward influencing strategies over 2 wk. Data were analyzed with confirmatory factor analyses in a multitrait-multimethod design. All items loaded significantly on the expected factors. The results support the factorial and convergent validity of the subscales. In addition, the data show that initial attempts to influence and attempts after resistance should be assessed separately.
authors.affiliation: Universität Koblenz-Landau, Germany. Blickle@uni-landau.de
authors.forename: G
authors.initials: G
authors.lastname: Blickle
mesh_terms: D000328:Adult; D003659:Decision Making, Organizational; D005260:Female; D006801:Humans; D007588:Job Satisfaction; D008257:Machiavellianism; D008297:Male; D008875:Middle Aged; D010555:Personality Inventory; D010559:Personnel Management; D010565:Persuasive Communication