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Journal of Management
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Why Are Styles of Upward Influence Neglected? Making the Case for a Configurational Approach to Influences

Steven M. Farmer

Wichita State University

John M. Maslyn

Vanderbilt University

Kipnis and Schmidt (1988) challenged the traditional between-person focus in upward influence research by the clustering of tactics to identify four broader styles individuals use in influence attempts. Using two diverse samples, findings supported the existence of three of the four styles identified by Kipnis and Schmidt (Tactician, Shotgun, and Bystander). Tests of hypotheses linking theoretical correlates to specific styles suggest that configurational approaches to influence use should not be ignored by researchers.

Journal of Management, Vol. 25, No. 5, 653-682 (1999)
DOI: 10.1177/014920639902500503
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