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The Relationships Between Goals, Influence Tactics, and Personal and Organizational Variables

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References

1980Intraorganizational influence tactics: Explorations in getting one's way.1,394 cited
1970A Multidimensional Approach Toward a Typology of Bureaucracy78 cited
1977An investigation of the influence of job level and functional specialty on job attitudes and perceptions.67 cited
1979Structure, technology, and dependence on a parent organization: Organizational and environmental correlates of individual responses.48 cited

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1994Classifying Compliance Gaining Messages: Taxonomic Disorder and Strategic Confusion137 cited
1995Influence Tactics Used for Different Objectives with Subordinates, Peers, and Superiors136 cited
2015How outstanding leaders lead with affect: An examination of charismatic, ideological, and pragmatic leaders58 cited
1999Influence behaviors and managerial effectiveness in lateral relations38 cited
2002Moving Toward a Global Understanding of Upward Influence Strategies: An Asian Perspective with Directions for Cross-Cultural Research30 cited

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