Managers' Pursuit of Individual and Organizational Goals

This paper examines circumstances under which managers exercise upward influence in order to achieve individual and organizational goals. One hundred and thirteen managers completed a questionnaire describing the frequency with which they influenced their superiors for individual and organizational reasons. Managers also provided information about their own abilities and power in their organizations. Finally, managers described the strategies used to influence their superiors. Principal findings were that (a) managers who exercised upward influence to achieve organizational goals evaluated their own work favorably, directed nonroutinized work units, and had power in their organizations; (b) staff managers exercised upward influence to achieve individual goals more often than line managers; and (c) influence strategies used by managers varied as a function of goals sought from superiors.