Rational Persuasion and Consultation (4/26/2009 by TQM Doctor)
When Katz and Kahn (1978) described influence strategy as role-relevant, they were referring to the vertical position and downward influence of the manager within a hierarchical organization. Nevertheless, their observation is also applicable to the direction of influence when the subordinate influences the manager. A study performed by Yukl & Falbe (1990) showed that the primary influence strategy used—regardless of the direction—was rational persuasion and consultation. Additionally, the use of a consultation influence strategy can also help address the apparent lack of communication or performance relating to the productivity expectations.
References
Katz, D., & Kahn, R. L. (1978). The social psychology of organization (2nd ed.). New Jersey: John Wiley & Sons.
Yukl, G., & Falbe, C. M. (1990). Influence tactics and objectives in upward, downward, and lateral influence attempts. Journal of Applied Psychology, 75(2), 132-140.