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RESEARCH PRODUCT

Convergence of Agents' and Targets' Reports on Intraorganizational Influence Attempts1

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Summary The object of the current study was to determine the convergent and discriminant validity of agents' and targets' reports on intraorganizational influence attempts with a structural equation model using latent state-trait analyses. To explain agent-target convergence, we linked the theory of formal organizations to Correspondent Inference Theory. Managers (agents) were asked to describe how they try to influence their boss, a coworker, and a subordinate. These targets also described how the agent tries to influence them. Both agents and targets rated four types of influence attempts twice within 2½ months, namely, rational persuasion, ingratiation, pressure, and upward appeals. In the multitrait-multimethod design, we analyzed 209 complete sets of questionnaires (one agent questionnaire, three target questionnaires, N = 836). The use of structural equation models in analyzing multitrait-multimethod matrices has often resulted in severe difficulties. In the present research, these problems were not encountered. On the whole, the agent-target convergence was low but significant.