Chapter 2: Social Influence from the Bottom up: A Process Model of LMX Development

The current chapter examines the often complex relationship between follower-generated influence tactics and leader-member exchange development. Following a brief review of the substantive social workplace influence research, we discuss the increasingly important role each plays in modern organizing. We continue by examining the underlying psychological processes that link constructs. It is our contention that influence tactics have limited capacity to predict leader-member exchange (LMX) quality directly. Instead, we examine self-based need factors (e.g., need for belongingness, need for love, and need for conformity/compliance) that serve as the conceptual bridges linking influence tactics and LMX relationships from the perspective of the follower. Inherent in our model is the importance of emotions, in interpersonal strategy, and tactic choice, presentation style maintenance (i.e., self-regulation) and conformity (i.e., belongingness). Contribution and limitations of the model, and suggestions are offered for cutting edge social influence LMX research.