Analysis

The Influence Tactics Scale (ITS) is used to evaluate the various strategies and tactics individuals use to influence the behavior, decisions, or opinions of others. This scale is crucial for understanding leadership, management, and interpersonal relationships in organizational and social contexts.

Objective

The goal of the scale is to measure individuals’ perceptions and experiences regarding the use and effectiveness of different influence tactics. This helps identify the most frequently used and most effective tactics, as well as understand different leadership and management styles.

Calibration

The scale consists of statements describing different influence tactics,
where participants respond using a 5-point Likert scale (e.g., “Never” to “Very Often”) to indicate how frequently they use or experience these tactics.

References

Yukl, G., & Tracey, J. B. (1992). Consequences of influence tactics used with subordinates, peers, and the boss. Journal of Applied Psychology, 77(4), 525-535.
Kipnis, D., Schmidt, S. M., & Wilkinson, I. (1980). Intraorganizational influence tactics: Explorations in getting one’s way. Journal of Applied Psychology, 65(4), 440-452.
Falbe, C. M., & Yukl, G. (1992). Consequences for managers of using single influence tactics and combinations of tactics. Academy of Management Journal, 35(3), 638-652.
Schriesheim, C. A., & Hinkin, T. R. (1990). Influence tactics used by subordinates: A theoretical and empirical analysis and refinement of the Kipnis, Schmidt, and Wilkinson subscales. Journal of Applied Psychology, 75(3), 246-257.
Yukl, G. (2013). Leadership in Organizations (8th ed.). Pearson.