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? 1982 by Cornell University. 0001 -839218212702-0304100. 75 This study examines the process of upward influence in organizations from the perspectives of both the subordinate and the supervisor. The study provides a list of categories and supporting data for the agents and methods of influence, the perceived causes of success and failure, and the perceived outcomes in upward-influence episodes. The results suggestthat subordinates and supervisors report (1) similar agents and methods of influence used by subordinates in both successful and unsuccessful attempts; (2) similar outcomes of attempts to influence; and (3) similar causes of success in upward influence attempts. Subordinates and supervisors, however, report different causes of failure. This study also examines the structural, individual, and situational factors that are associated with success and failure in upward influence activity.
Schilit et al. (Tue,) studied this question.