Dispositional Effects in Intra-Organizational Influence Tactics: A Meta-Analytic Review

The authors' conducted a meta-analysis to test dispositional antecedents of intra-organizational influence tactics used. The antecedents tested included self-reported measures of impression management, Machiavellianism, self-monitoring, locus of control, social identity, intrinsic/internal motivation, and extrinsic/external motivation. Using Hunter and Schmidt's validity generalization procedures, the relationships between each dispositional variable and six influence tactics - ingratiation, rationality, exchanges, coalitions, upward appeals, and assertiveness - were assessed.