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An Analysis of Upward Influence Strategies Using Speech Act Theory and Face Threatening Acts

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  • Kaul, Asha
  • Brammer Charlotte

Abstract

This study borrows from sociolinguistic research, specifically Speech Act Theory (SAT), as a way to analyze and explain how UI strategies are performed. Based on SAT and considerations of FACE, as explained by Brown and Levinson (1978/1987), we have attempted to provide an explanation for the choice of strategies used by members within the organization. Through qualitative discourse analysis, we suggest that for effective upward influencing, professional communicators need to consider the verbalization of UI strategies.

Suggested Citation

  • Kaul, Asha & Brammer Charlotte, 2004. "An Analysis of Upward Influence Strategies Using Speech Act Theory and Face Threatening Acts," IIMA Working Papers WP2004-05-03, Indian Institute of Management Ahmedabad, Research and Publication Department.
    • Handle: RePEc:iim:iimawp:wp01814
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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.
    2. David A. Morand, 1996. "Dominance, Deference, and Egalitarianism in Organizational Interaction: A Sociolinguistic Analysis of Power and Politeness," Organization Science, INFORMS, vol. 7(5), pages 544-556, October.
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