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Talking Up: Study of Upward Influence Strategies

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  • Kaul, Asha

Abstract

In organizations with emphasis on transparency, flexibility, informal talks and open door policies, subordinate-superior relationships and communication patterns are a significant deviation from the norm. This study analyzes transcripts of 23 pieces of interviews for identification of Upward Influence (UI) strategies in a multi-national FMCG company, with aforementioned cultural traits. Extensively discussed strategies like, imitation, reason and logic, and upward appeal, were identified through conversation analysis. Two new strategies, emerged in the course of the analysis, viz. reasoned aggression and nonchalance. The study describes the choice and use of UI strategies in this particular organization. It proceeds to discuss the need for improved understanding of UI strategies in isolation and combination, and in relation to culture, team affiliations, and interpersonal relationships.

Suggested Citation

  • Kaul, Asha, 2003. "Talking Up: Study of Upward Influence Strategies," IIMA Working Papers WP2003-04-01, Indian Institute of Management Ahmedabad, Research and Publication Department.
    • Handle: RePEc:iim:iimawp:wp00073
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    References listed on IDEAS

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    1. Ansari, Mahfooz A. & Kapoor, Alka, 1987. "Organizational context and upward influence tactics," Organizational Behavior and Human Decision Processes, Elsevier, vol. 40(1), pages 39-49, August.
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