A Field Study of the Relation between Leaders' Anticipation of Targets' Resistance and Targets' Reports of Influence Tactics Used by Leaders in Dyadic Relations

Abstract

This research explored the relationship between targets' resistance and leaders' behaviors. Barbuto's concentric zones, Preference, Indifference, Legitimate, Influence, and Noninfluence, were used as the independent variables to predict leaders' use of influence tactics. Results from 83 leader-member dyads imply moderate relationships between perceptions of followers' resistance and influence tactics used by leaders. Directions for research are addressed.