The present study was undertaken to find out whether different influence tactics are evaluated the same way, or differently, in downward and upward exercise of influence; and whether appropriateness and effectiveness constitute two different dimensions of evaluation. Data were collected from 144 bank managers. Discusses implications of these findings. Results showed that for influencing subordinates, many more tactics are seen as being highly appropriate and effective, than for influencing superiors. Appropriateness and effectiveness emerged as two different dimensions of evaluation.
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Deepti Bhatnagar (1993) studied this question.
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