The results of company‐wide quality‐improvement programmes are usually new company policies. Implementation of these quality‐improvement policies can be extremely difficult, because employees may not comply with them. A survey among 41 middle managers and 143 front‐line workers was...

Purpose – Influence tactics are prevalent in the workplace and are linked to crucial outcomes such as career success and helping behaviours. The authors argue that sex role identity affects women’s choice of influence tactics in the workplace, but they only receive positive performance...

A major premise of this paper is that organizational values are likely to be expressed in the type of influence tactics successful individuals employ. The purpose of this study is to explore the notion that individuals can gauge their fit with the organization according to their perception of...

Purpose This paper aims to examine how remote (i.e. global, regional or divisional) management accountants communicate in interpersonal contacts with operational managers when trying to exert influence on them. Design/methodology/approach An ethnographic field study focusing on budgetary control...

Purpose – The purpose of this paper is to identify and rank the different influence tactics used by children and to examine whether there is a difference in perception of parent and child with respect to the use of different influence tactics. Design/methodology/approach – The study was...

Purpose The authors examine the relationship between leader-member exchange (LMX) and the selection of upward influence tactics. The purpose of this paper is to integrate research on perceptions of justice, LMX, and influence tactics in order to empirically test an integrative model....

Purpose – Prior research has identified the outcomes of influence tactics as short-term task commitment, compliance and resistance. This paper argues that leaders’ downward influence behaviors should also have an impact on followers’ organizational commitment. The purpose of this paper is...

Business-IT alignment continues to remain a top management concern. Regardless of ample research, achieving and sustaining business-IT alignment remains challenging to organization's management. To this day, the influence of organizational politics remains unstudied in the light of business-IT...

A setting in which customer-owned mutual companies converted to publicly listed firms created a plausibly exogenous shock to salience of stock ownership. We use this shock to identify the effect of stock ownership on political behavior. Using IV regressions, difference-in-differences analyses,...