A Meta-Analytic Review of Research on Influence Tactics


Type of Research 

The research conducted by Lee, Han, Cheong, Kim and Yun (2016) aimed at providing an insight to the efficiency of eleven influence tactics on the productivity of the organization. The scholars utilized a meta-analysis technique, which suggests that a comprehensive qualitative and quantitative information have been used to test the relationship between influence tactics and the outcome of the efforts of the employees. The eleven influences that are being studied in the paper include rational persuasion, collaboration, coalition, consultation, apprising, inspirational appeal, ingratiation, exchange, legitimating, pressure, and personal appeal. The authors separately assess the effect of singular influence tactic, direction of the influence tactics, and measurement of the same on the performance of the employees. The authors collected 49 independent samples of size 8987 and analyzed the effect of each of the eleven influence tactics respectively on the outcome of the organization. Furthermore, the authors studied the existing research work to assess the direction of the eleven influence tactics. They are measured using Profiles of the Organizational Influence Strategies (POIS) and Influence Behavior Questionnaire (IBQ). 

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The scholars represent five research questions that evolved while conducting the study. The authors aim to assess whether the direction, the instruments of measurement, the independence of the source of data, application of single influence tactic, and the private or public ownership of the organizations, alter the relationship between the influence tactics and the output of the firm. The authors reviewed the existing literature and research work of the scholars to provide solution to the research questions. However, the research works that established an empirical study of the influence tactics, or provided a correlation coefficient result among the influence tactics and the outcome of the organization pertaining to the performance of the firm, are accepted while deducing results from the existing literature. Furthermore, the outcomes of the organization are also classified into work-related results and relation-related results, to assess the effects of implementation of the eleven influence tactics on each of the two. The authors estimated the weighted mean correlation by the Schmidt-Hunter random-effects technique. The missing variables were calculated by estimating the average, and the viability of the effect-size estimates was also measured. Furthermore, a weighted average reliability-corrected correlation is estimated by the research scholars in the paper. The significant difference between the aforementioned effect sizes and the confidence intervals assists the authors to identify the moderator effect.

Findings, Results, or Proposition of the Research

The test represented a positive effect of task-oriented and relationship-oriented organizational outcome on rational persuasion (p value is 0.35 and 0.23 respectively). Exchange (p value is 0.13 and 0.06 respectively), and inspirational appeal (the p value is 0.35 and 0.53 respectively) and the other influence tactic also have a positive impact on the two categories of productivity of the companies. However, exchange and pressure are not identified to provide a positive impact on the organizational outcome. The research paper describes that the work-oriented and relations-oriented outcome of the company are majorly affected by rational persuasion, collaboration, inspirational appeal, consultation, apprising, and ingratiation. The analysis also suggests that pressure fails to provide an optimistic impact on the performance of the employees. However, the research work does not identify the most efficient influence tactic that would affect the outcome of the organization. The objective of the research work was to provide a comprehensive study of the influence tactics. The research work invites the scholars to identify the most efficient influence tactic that would enhance the productivity of the employees.  

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  1. Lee, S., Han, S., Cheong, M., Kim, S. L., & Yun, S. (2017). How do I get my way? A meta-analytic review of research on influence tactics. The Leadership Quarterly28(1), 210-228.
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