An examination of the relationship between upward influence tactics and assessments of promotability
研究下属的影响策略（讨好、说理、强硬）及个体差异（教育、任期、种族、性别）如何影响主管对其晋升可能性的判断。
The study investigates the importance of subordinate influence tactics and individual differences on supervisors’ perceptions of promotability. Influence tactics were assessed by supervisors’ perceptions of subordinate use of three influence tactics (ingratiation, reasoning, and assertiveness), as well as subordinates ’self-reports. The four individual difference variables examined were education, organizational tenure, race, and gender. Results indicated the importance of both influence tactics and individual differences on assessments of promotability.