THE ROLE OF UPWARD INFLUENCE TACTICS IN HUMAN RESOURCE DECISIONS
研究员工向上影响策略如何通过影响管理者对下属人际技能、喜好和相似性的感知，进而影响绩效评级、晋升评估和薪资决策，发现推理、自信和施惠策略有正面作用，而谈判和自我推销有负面作用。
A model was examined which proposes that employee influence tactics impact human resource decisions by affecting managers' perceptions of the subordinate's interpersonal skills, manager liking of subordinates, and managers' perceptions of similarity to subordinates. The human resource decisions investigated were performance ratings, promotability assessments, and salary. Data were collected from 247 subordinates and their managers and from company records. Structural equation modeling results indicated that influence tactics were related to managers' perceptions of subordinates' interpersonal skills, liking, and perceptions of similarity to subordinates. Specifically, subordinates' use of reasoning, assertiveness, and favor rendering were positively related to managers' perceptions whereas bargaining and self‐promotion were negatively related to these perceptions. Finally, there was no support for direct relationships between influence tactics and HR decisions.