Leaders' Motivation and Perception of Followers' Motivation as Predictors of Influence Tactics Used

This description and test of motivation as a dispositional and situational variable for predicting leaders' influence tactics was based on 83 leader-member dyads sampled from a national restaurant chain. Results support a dispositional perspective, as leaders' sources of motivation best predicted their behaviors. Hypothesized relationships between motivation and leaders' influence tactics were also well supported.