Leadership influence tactics in project teams: a multilevel social relations analysis

This study employs a round robin network design and Social Relations Analysis to assess interpersonal influence tactic use at both the individual and dyadic levels of analysis. In student project teams, the proportion of variance due to each component (agent and target effects at the individual level and relationship effects at the dyadic level) is estimated for each of 9 influence tactics (Rational Persuasion, Consultation, Inspirational Appeal, Ingratiation, Exchange, Personal Appeals, Legitimating, Coalitions, and Pressure). Next, the relationships of both Big 5 personality traits and attachment styles with individual level agent and target effects of influence tactic use are assessed. On the dyadic level, interpersonal complementarity is tested as a predictor of dyadic influence tactic use. Finally, a reciprocal relationship between Leader Member Exchange relationships and influence tactics is estimated. Results show a surprising amount of target variance across influence tactics and suggest several interesting relations between influence tactics and the Big 5 traits of both the senders and receivers of influence. The reciprocal relationship between LMX and influence tactic use is supported, but there was no evidence that interpersonal complementarity was related to dyadic influence tactic use.

Name thesis:degree_name

Ph.D.

Level thesis:degree_level

Dissertation

Discipline thesis:degree_discipline

Psychology

Grantor

University of Illinois at Urbana-Champaign

Year dc:date

2013

Author dc:creator

• Mullaney, Kevin

Contributors dc:contributor

• Newman, Daniel A.
• Hulin, Charles L.
• Drasgow, Fritz
• Roberts, Brent W.
• Fraley, R.C.

• Social Relations Analysis
• Social Relations Model
• Influence Tactics
• Personality
• Attachment
• Leader Member Exchange (LMX)
• Interpersonal Complementarity
• Leadership

Statement dc:rights

• Copyright 2013 Kevin Mullaney

Language dc:language

en

Handle dc:identifier

http://hdl.handle.net/2142/45380

OAI identifier oai:identifier

oai:www.ideals.illinois.edu:2142/45380