References
- Allen , R. W. , Porter , D. L. , Renwick , P. A. and Mayes , B. T. 1979 . Organizational politics: Tactics and characteristics of its actors . California Management Review , 22 : 77 – 83 .
- Alpert , R. and Haber , R. N. 1960 . Anxiety in academic achievement situations . Journal of Abnormal and Social Psychology , 61 : 207 – 215 .
- Baumeister , R. F. 1982 . A self-presentational view of social phenomena . Psychological Bulletin , 91 : 3 – 26 .
- Jones , E. E. 1964 . Ingratiation: A social psychological analysis , New York : Appleton-Century-Crofts .
- Jones , E. E. and Wortman , C. 1973 . Ingratiation: An attributional approach , Morristown, NJ : General Learning Press .
- Kipnis , D. and Schmidt , S. M. 1988 . Upward-influence styles: Relationship with performance evaluations, salary, and stress . Administrative Science Quarterly , 33 : 528 – 542 .
- Kipnis , D. , Schmidt , S. M. and Wilkinson , L. 1980 . Intraorganizational influence tactics: Explorations in getting one's way . Journal of Applied Psychology , 65 : 440 – 452 .
- Kumar , K. and Beyerlein , M. 1991 . Construction and validation of an instrument for measuring ingratiatory behavior in organizational settings . Journal of Applied Psychology , 76 : 619 – 627 .
- Liden , R. C. and Mitchell , T. R. 1988 . Ingratiatory behaviors in organizational settings . Academy of Management Review , 13 : 572 – 587 .
- Pandey , J. and Kakkar , S. 1982 . Supervisors' affect: Attraction and positive evaluation as a function of enhancement of others . Psychological Reports , 50 : 479 – 486 .
- Porter , L. W. , Allen , R. W. and Angle , H. L. 1981 . The politics of upward influence in organizations . Research in Organizational Behavior , 3 : 109 – 149 .
- Ralston , D. A. 1985 . Employee ingratiation: The role of management . Academy of Management Review , 10 : 477 – 487 .
- Riggio , R. E. and Friedman , H. S. 1986 . Impression formation: The role of expressive behavior . Journal of Personality and Social Psychology , 50 : 421 – 427 .
- Schilit , W. K. and Locke , E. 1982 . A study of upward influence in organizations . Administrative Science Quarterly , 27 : 304 – 316 .
- Schriesheim , C. A. and Hinkin , T. R. 1990 . Influence tactics used by subordinates: A theoretical and empirical analysis and refinement of Kipnis, Schmidt, and Wilkinson subscales . Journal of Applied Psychology , 75 : 246 – 257 .
- Taylor , J. A. 1953 . A personality scale of manifest anxiety . Journal of Abnormal and Social Psychology , 48 : 285 – 290 .
- Tedeschi , J. T. and Melburg , V. 1984 . “ Impression management and influence in the organization ” . In Research in the sociology of organizations , Edited by: Bacharach , S. B. and Lawler , E. J. 31 – 58 . Greenwich, CT : JAI Press .
- Tedeschi , J. T. , Schlenker , B. R. and Lindskold , S. 1972 . “ The exercise of power and influence: The source of influence ” . In The social influence process , Edited by: Tedeschi , J. T. 287 – 345 . Chicago, IL : Aldine-Atherton .
- Watson , D. and Friend , R. 1969 . Measurement of social-evaluative anxiety . Journal of Consulting and Clinical Psychology , 33 : 448 – 457 .
- Wortman , C. and Linsenmeier , J. 1977 . “ Interpersonal attraction and techniques of ingratiation ” . In New Directions in organizational behavior , Edited by: Staw , B. and Salancik , G. 133 – 179 . Chicago : St. Clair .