Evaluation of managerial influence tactics: a study of Indian bank managers

Abstract

The process of managing entails the exercise of influence upward, downward and laterally in an organization. The upward exercise of influence[l], particularly leadership, has received a lot of research effort [2-7]; lateral and upward influence processes in organizations have been relatively ignored [8]. As if to reduce this imbalance, the emerging research on influence is increasingly addressed to upward influence[9-14].