Search results for "Correspondent inference theory"

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

2003

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 …