..., 1981, p. 66). Like the Co‐ordinator, these characteristics are the antithesis of the typical Machiavellian, who advocates the employment of “manipulative tactics such as the use of guile and deceit in interpersonal relations” (Christie and Geis, 1970, p. 359), and who engages in activities...

...Watcharinpan Noypayak; Mark Speece A typology for assessing managerial roles was used to explore Thai managers’ self‐reported use of influence tactics with subordinates. In‐depth interviews were conducted with 16 Thai managers in the Siam Cement Group. Managers who viewed themselves as vision...

...Deepti Bhatnagar The present study was undertaken to find out whether different influence tactics are evaluated the same way, or differently, in downward and upward exercise of influence; and whether appropriateness and effectiveness constitute two different dimensions of evaluation. Data were...