A Study of Upward Influence in Organizations
从下属和主管双方视角研究组织中的向上影响过程，列出了影响手段、成败原因和结果，发现双方对成功原因看法一致，但对失败原因看法不同。
? 1982 by Cornell University. 0001 -839218212702-03041$00.75 This study examines the process of upward influence in organizations from the perspectives of both the subordinate and the supervisor. The study provides a list of categories and supporting data for the agents and methods of influence, the perceived causes of success and failure, and the perceived outcomes in upward-influence episodes. The results suggestthat subordinates and supervisors report (1) similar agents and methods of influence used by subordinates in both successful and unsuccessful attempts; (2) similar outcomes of attempts to influence; and (3) similar causes of success in upward influence attempts. Subordinates and supervisors, however, report different causes of failure. This study also examines the structural, individual, and situational factors that are associated with success and failure in upward influence activity.