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Lateral interpersonal influence tactics used in organizations

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1997
Köylüoğlu, Burak
This thesis study analyses the interpersonal influence tactics used in lateral influence attempts in organizations. In this research study, a comprehensive research tool including various number of tactics was formed and applied to 327 respondents in 10 different organizations. Then the data were analyzed by factor analysis and eight dimensions of interpersonal influence in lateral influence attempts were found: Coalition tactics, rational persuasion, ingratiating tactics, assertiveness, upward appeals, thought manipulation, negative actions, and exchange tactics. The frequency with which each influence dimension was used in lateral influence attempts was analyzed in this thesis study. Coalition tactics, rational persuasion, and ingratiating tactics were found to be the most frequently used tactics, whereas Exchange tactics and negative actions were found to be least frequently used tactics in lateral direction of influence processes. Comparison of the results of the present study with the findings of early research studies stated that six factors are the basic elements of interpersonal influence attempts in organizations, regardless of the status of the target person. These six factors are coalition tactics, rational persuasion, ingratiating tactics, upward appeals, thought manipulation and Exchange tactics. In addition to the six basic factors, thought manipulation and negative actions were evaluated to be unique tactics that are used in lateral influence attempts. Another important finding of the present study is that cross cultural differences do not have an important effect on the interpersonal influence processes in organizations.