If a follower forms a positive relationship with their leader, they can potentially influence situations where they perceive the leader to be making a mistake or offer additional support if needed. They may also be able to improve circumstances for themselves and colleagues. This is sometimes known as ‘managing up’.
Kipnis and Schmidt (1983) identify four strategies of organisational influence that are commonly used when influencing superiors:
- Reason – using data and information to support your requests
- Coalition – mobilising others to support you
- Ingratiation – creating goodwill
- Bargaining – negotiating and exchanging benefits or favours.
These approaches are also used by leaders wishing to influence their followers, i.e. the same skills and attributes, but they are deployed in a different way.
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