Treadway Darren C, Ferris Gerald R, Duke Allison B, Adams Garry L, Thatcher Jason B
Department of Management, School of Business Administration, University of Mississippi, MS, USA.
J Appl Psychol. 2007 May;92(3):848-55. doi: 10.1037/0021-9010.92.3.848.
Nearly 2 decades ago, social influence theorists called for a new stream of research that would investigate why and how influence tactics are effective. The present study proposed that political skill affects the style of execution of influence attempts. It utilized balance theory to explain the moderating effect of employee political skill on the relationships between self- and supervisor-reported ingratiation. Additionally, supervisor reports of subordinate ingratiation were hypothesized to be negatively related to supervisor ratings of subordinate interpersonal facilitation. Results from a combined sample of 2 retail service organizations provided evidence that subordinates with high political skill were less likely than those low in political skill to have their demonstrated ingratiation behavior perceived by targets as a manipulative influence attempt. Also, when subordinates were perceived by their supervisors to engage in more ingratiation behavior, the subordinates were rated lower on interpersonal facilitation. Implications of these findings, limitations, and future research directions are provided.
近20年前，社会影响理论家呼吁开展新的研究方向，探究影响策略为何有效以及如何发挥作用。本研究提出，政治技能会影响影响尝试的实施方式。研究运用平衡理论来解释员工政治技能对自我报告与上级报告的逢迎行为之间关系的调节作用。此外，研究假设上级对下属逢迎行为的报告与上级对下属人际促进能力的评价呈负相关。来自2个零售服务组织的合并样本结果表明，与政治技能较低的下属相比，政治技能较高的下属所表现出的逢迎行为被目标对象视为操纵性影响尝试的可能性更小。此外，当上级认为下属有更多逢迎行为时，这些下属在人际促进能力方面的评分会更低。研究还给出了这些发现的意义、局限性以及未来的研究方向。
