Recent studies have examined the relationship between motivation and influence tactics with mixed results. Barbuto and Scholl found several strong relationships between leaders' sources of motivation and the influence tactics used when influencing subordinates, but replication yielded weaker relationships between motivation and influence tactics. Examinations of moderating variables such as leaders' Machiavellian disposition were suggested as possible explanations for this difference. Several interacting effects between leaders' sources of motivation and Machiavellianism have been proposed as predictors of the influence tactic used. This study tested these relationships and found modest association between motivation sources and influence tactics. Some moderating effects of Machiavellianism on this relationship were evident; however, interpretation is cautioned given poor psychometric properties of the measure. These issues are discussed along with suggestions for research.
|Original language||English (US)|
|Number of pages||11|
|Issue number||3 I|
|Publication status||Published - Jun 2004|
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