Influence tactics, affect, and exchange quality in supervisor-subordinate interactions: A laboratory experiment and field study.

The hypothesis was tested that subordinates' impression-management tactics and performance affect supervisor–subordinate exchange quality by influencing supervisors' liking for and performance ratings of their subordinates. In Study 1, 96 undergraduates completed measures of liking, performance, and exchange quality after interacting with a subordinate who engaged in a high or low level of impression management and performed at a high, average, or low level of competence. LISREL results were consistent with the proposed model. In Study 2, 84 bank employees rated how frequently they engaged in each of 24 impression-management behaviors. Factor analysis revealed three types of tactics: job-focused, self-focused, and supervisor-focused. The employees' direct supervisors completed measures of liking, performance, and exchange quality. LISREL results indicated that supervisor-focused tactics affected supervisors' liking for subordinates, which in turn influenced exchange quality. (PsycINFO Database Record (c) 2010 APA, all rights reserved)