Dissertations and Theses @ UNI
Availability
Open Access Thesis
Keywords
Influence (Psychology); Leadership--Psychological aspects; Performance--Psychological aspects;
Abstract
This study examined the effects on performance and attitudes of three different types of influence tactics including exchange, personal appeal and inspirational appeal. The sample consisted of 78 undergraduate students from the University of Northern Iowa. The researcher conducting the study gave instructions for a paper-folding task to construct miniature paper tents. The instructions were given in a manner demonstrating one of the three influence tactics. After hearing the instructions, the participants' attitudes toward the researcher were evaluated using the Supervisory Behavior Description (as cited in Robinson, Athanasiou, & Head, 1974). The participants were then given materials to construct as many paper tent figures as they could in a limited amount of time. The tents were later counted and evaluated by the researcher. Performance was based on a quantity arid quality measure. Attitude was based on the participant's total score on the Supervisory Behavior Description (as cited in Robinson et al., 197 4 ). The results showed that there was a significant difference in performance. As expected, subjects who were exposed to the inspirational appeal tactic made better quality paper tents than subjects exposed to the exchange tactic. No effect was found for the personal appeal tactic. Although the results showed that there was a significant difference in attitudes, the type of difference found was contrary to what was expected. Subjects who were exposed to the inspirational appeal tactic had lower supervisory evaluations than subjects exposed to the personal appeal tactic. No effect was found for the exchange tactic.
Year of Submission
2000
Degree Name
Master of Arts
Department
Department of Psychology
First Advisor
David Whitsett
Second Advisor
Michael Gasser
Third Advisor
Adam Butler
Date Original
2000
Object Description
1 PDF file (69 leaves)
Copyright
©2000 Courtney L. Determan
Language
en
File Format
application/pdf
Recommended Citation
Determan, Courtney L., "The Effects of Influence Tactics on Performance and Supervisory Evaluations of Subordinates" (2000). Dissertations and Theses @ UNI. 2479.
https://scholarworks.uni.edu/etd/2479
Comments
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