Do leaders' influence tactics relate to members' helping behavior? It depends on the quality of the relationship

Raymond T. Sparrowe, Budi W. Soetjipto, Maria L. Kraimer

Research output: Contribution to journalArticlepeer-review

131 Scopus citations

Abstract

By integrating leader member exchange (LMX) theory and the group engagement model, we argue that the relation between leaders' downward influence tactics and members' helping behavior depends on LMX quality. We developed hypotheses for five influence tactics and tested them using 177 dyads. Our results support three of the hypothesized interactions. The study contributes to research on influence tactics and LMX by pointing out how their joint effects may impact member behaviors toward a work group.

Original languageEnglish (US)
Pages (from-to)1194-1208
Number of pages15
JournalAcademy of Management Journal
Volume49
Issue number6
DOIs
StatePublished - Dec 2006
Externally publishedYes

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Business, Management and Accounting(all)
  • Strategy and Management
  • Management of Technology and Innovation

Fingerprint

Dive into the research topics of 'Do leaders' influence tactics relate to members' helping behavior? It depends on the quality of the relationship'. Together they form a unique fingerprint.

Cite this