Influence Tactics in India: Effects of Agent’s Values and Perceived Values of Target

This paper reports two studies that assessed whether the six factors of assertiveness, bargaining, coalition, friendliness, higher authority, and reasoning best represent the domain of influence tactics in India. Data was collected from 281 graduate business students on their lateral influence tactics and value systems, and from 280 managers on their upward influence tactics, their value systems, and perceived value systems of their superiors (influence targets). Exploratory factor analysis was used to generate several factor solutions. Confirmatory factor analysis revealed that a five-factor solution— bargaining, coalition, reasoning, pressure, and meekness—was the best fit. Results of Nonparametric Median test and Wilcoxon rank sum test show that lateral and upward influence tactics are related to both agent’s and target’s value rankings.