The Relationship Between Self—Other Rating Agreement and Influence Tactics and Organizational Processes

This study examined the extent to which subordinates' perceptions of soft (i.e., consultation, ingratiation, inspirational appeals), hard (i.e., legitimating, pressure, exchange), and rational persuasion influence tactics were associated with the self-awareness of 144 Israeli telecommunications managers. Self-awareness was operationalized by categorizing managers as overestimators, underestimators, in-agreement/poor or in agreement/good based …