Influence tactics and work outcomes: a meta‐analysis

Abstract

Abstract Recent research on influence tactics has focused on the benefits that accrue as a result of using such tactics. The current study utilizes meta‐analytic techniques to estimate the true population correlations between various influence tactics and work‐related outcomes. Results indicate that ingratiation and rationality have positive effects on work outcomes. Additional analyses suggest that these and other influence tactics have significant effects in certain situations and on specific work outcomes. Copyright © 2003 John Wiley & Sons, Ltd.