An Examination of Individual Differences as Moderators of Upward Influence Activity in Strategic Decisions
研究了中层管理者在战略决策中的向上影响能力，发现他们主要在低风险决策中成功施加影响，且与上级共事时间长、成就或权力需求高、内控型的管理者影响力更强。
This study examines the upward influence capabilities of middle level managers (MLMs) in a variety of strategic decisions. It was found that: (1) MLMs tended to be successful in their upward influence interactions but exerted influence primarily in less risky strategic decisions, (2) MLMs who had been working for their superior for a long period of time were extremely influential in strategic decisions, and (3) MLMs who were high in their needs for achievement or power or who had an internal locus of control were more influential in strategic decisions than were MLMs who were low in their needs for achievement or power or who had an external locus of control.