When Executives Successfully Influence Peers: The Role of Target Assessment, Preparation, and Tactics

Author(s)

Harvey Enns, University of DaytonFollow
Dean B. McFarlin, University of Dayton

Document Type

Article

Publication Date

Fall 2005

Publication Source

Human Resource Management

Abstract

We examined 62 lateral influence episodes to more fully understand the process used by executives to gain the support of peers for new initiatives. Behavioral complexity theories (cf. Zaccaro, 2001) were used to formulate the research questions related to this study and interpret the results. Interestingly, target assessment factors were connected to certain preparation efforts and the use of specific influence tactics. Executives' preparation efforts, however, were not associated with influence tactic use. Implications for HR professionals and directions for research are discussed.

Inclusive pages

257-278

ISBN/ISSN

0090-4848

Comments

Permission documentation is on file.

Copyright

Copyright © 2005, Wiley Periodicals

Publisher

John Wiley & Sons

Volume

44

Issue

3

Peer Reviewed

yes

eCommons Citation

Enns, Harvey and McFarlin, Dean B., "When Executives Successfully Influence Peers: The Role of Target Assessment, Preparation, and Tactics" (2005). MIS/OM/DS Faculty Publications. 102.
https://ecommons.udayton.edu/mis_fac_pub/102