Wendi Warren, MA


Wendi Warren
December 1998


The Effects of Leader-Member Exchange on Supervisor’s Downward Influence Attempts


This study’s purpose was to examine which influence tactics are used more often by supervisors with high leader-member relationships (LMX) and low LMX in successful influence attempts with subordinates.  It was predicted that the type of influence tactics used would mediate the LMX type and the influence outcome, and in-group subordinates would show higher commitment and satisfaction levels.  It was predicted that inspirational appeals, consultation tactics and personal appeals would be used more to influence in-group subordinates, while exchange, pressure, ingratiation and legitimating tactics would be used more to influence out-group subordinates, and rational persuasion and coalition tactics would show no difference between groups.  One hundred and five subjects completed measures assessing the target variables.  Results indicate that in-group subordinates show higher commitment and satisfaction levels than out-group subordinates.  Inspirational appeals, consultation tactics, ingratiation and rational persuasion were used more by supervisors to influence in-group members than out-group members.