The impact of political skill on impression management effectiveness

In this study, the authors investigated the effect of an individual's political skill on the relationships between 5 different impression management tactics (intimidation, exemplification, ingratiation, self-promotion, and supplication) and supervisor evaluations of performance. To test these relationships, the authors used a matched sample of 173 supervisor-subordinate dyads who worked full time in a state agency. Findings showed that individuals who used high levels of any of the tactics and who were politically skilled achieved more desirable supervisor ratings than did those who used the tactics but were not politically skilled. Opposite results were found when impression management usage was low. That is, individuals who were not politically skilled created a more desirable image in their supervisors' eyes than did their politically skilled counterparts when they did not use these tactics. Practical and research implications for the findings as well as directions for future research are offered.     

The moderating role of subordinate political skill on supervisors' impressions of subordinate ingratiation and ratings of subordinate interpersonal facilitation

Nearly 2 decades ago, social influence theorists called for a new stream of research that would investigate why and how influence tactics are effective. The present study proposed that political skill affects the style of execution of influence attempts. It utilized balance theory to explain the moderating effect of employee political skill on the relationships between self- and supervisor-reported ingratiation. Additionally, supervisor reports of subordinate ingratiation were hypothesized to be negatively related to supervisor ratings of subordinate interpersonal facilitation. Results from a combined sample of 2 retail service organizations provided evidence that subordinates with high political skill were less likely than those low in political skill to have their demonstrated ingratiation behavior perceived by targets as a manipulative influence attempt. Also, when subordinates were perceived by their supervisors to engage in more ingratiation behavior, the subordinates were rated lower on interpersonal facilitation. Implications of these findings, limitations, and future research directions are provided.     

The power motive and affective response to assertiveness

Hypothesizing that persons high in power motivation experience cardiovascular stress in circumstances that simultaneously arouse and thwart the power need, McClelland, 1976, McClelland, 1982 formulated the concept of power stress. An experiment explored the reactions of college men high and low in power motivation to a hypothetical candidate for appointment to a research position at a biotech company. We measured need for power using (Winter’s, 1973) Thematic Apperception Test (TAT) measure. Half the participants viewed a videotape of an interview in which an actor portrayed himself as highly assertive. The other half saw the actor portray himself as moderately but not excessively compliant. Participants high in power motivation exhibited high electromyographic responsivity from the brow supercilli (frown muscles) when exposed to the assertive candidate, higher than participants low in power motivation and higher than all participants who viewed the compliant candidate (p < .05). Scores on the Affective Attitudes Scale (Crites, Fabrigar, & Petty, 1994) assumed the same pattern (p < .01). We interpret these findings as consistent with McClelland’s formulation of the power-stress concept and suggest possible relevance to observations that one might apply to power-motivated political figures.     

The Influence of Autonomy and Supervisor Political Skill on the Use and Consequences of Peer Intimidation in Organizations

Based on social influence theory, we develop a model in which the use of peer intimidation by Machiavellian employees results in greater promotability ratings by supervisors. However, consistent with interdependence theory, we expect that this process is qualified by job autonomy and the political skill of the supervisor making the promotability rating. Based on a sample of 204 supervisor–subordinate dyads, we find that peer intimidation mediates the Machiavellianism–promotability relationship when supervisor political skill is low rather than high, and when job autonomy is high rather than low, thereby yielding a pattern of moderated mediation, and supporting the hypotheses. These results suggest that job autonomy and supervisor political skill represent key interdependent mechanisms that regulate the effectiveness of social influence attempts made with intimidation in organizations.     

Political skill as neutralizer of felt accountability—job tension effects on job performance ratings: A longitudinal investigation

This study examined the effects of felt accountability, political skill, and job tension on job performance ratings. Specifically, we hypothesized that felt accountability would lead to higher (lower) job performance ratings when coupled with high (low) levels of political skill, and that these relationships would be mediated by job tension. Data were gathered at multiple times over a one-year period (i.e., baseline performance, attitudinal variables one month later, supervisor reports of subordinate performance six months and one year after baseline performance was measured). Strong support was shown for the total effects model, whereby political skill moderated felt accountability—job performance ratings, felt accountability—job tension, and job tension—job performance ratings relationships. However, more focused analyses demonstrated that political skill most strongly moderated the job tension—job performance ratings linkage. Implications, strengths and limitations, and directions for future research are provided.     

Power motivation as an influence on reaction to an imagined feminist dating partner

McClelland??s (1976) power-stress theory proposes that persons high in need for power experience severe stress in the face of actual or anticipated social events that thwart their need to exert control or influence over others, or to achieve recognition for power-oriented behaviors. Guided by McClelland??s theory, we conducted a simulated dating service experiment with college men who scored either high or low on the Picture Story Exercise (PSE) measure of power motivation and later observed a video displaying an interview with a hypothetical dating partner. From among the 203 men who completed the PSE, 96 took part in the experiment. The video presented an 8-min enactment by a young woman who came across either as an assertive feminist or as compliant and agreeable. Electromyographic responses from the corrugator supercilii (frown muscles) fit the premise of McClelland??s power-stress theory, as did scores on the Reysen Likability Scale and the Affective Attitudes Scale.     

Employees' Political Skill and Job Performance: An Inverted U‐Shaped Relation?

During the past decade, the construct of political skill has attracted a lot of attention. In particular, its relation to job performance has been examined. With regard to this link, it is typically proposed that political skill affects job performance in a positive linear manner. However, in this article it is suggested that intermediate levels of employees' political skill yield the highest job performance, implying that this association is in fact represented by an inverted U‐shape. Findings from two field studies (N₁ = 178, N₂ = 115 employee‐supervisor‐colleague triads) that incorporated different sample characteristics (early career employees, established employees), job performance dimensions (overall, task, contextual, and adaptive performance), and rating sources (supervisors and colleagues) supported this idea. Across different analyses, employees with intermediate levels of political skill received higher job performance ratings compared to those with lower and higher levels, respectively. In addition, the nature of the relationships between employees and their raters was found to moderate this curvilinear effect. Specifically, besides the fact that employees who had close working relationships with their raters generally received higher job performance ratings, the decreases in the job performance ratings of employees high in political skill were less pronounced when they had close relationships.     

How contextual and individual characteristics influence psychological needs satisfaction: The critical roles of political skill and political will

This two-study research package investigates the interactive effects of perceptions of organizational politics, political skill, and political will on psychological need satisfaction, which has been shown to predict a number of different important organizational outcomes. Drawing primarily on social/political influence and self-determination theories, we propose that although perceptions of organizational politics (i.e., as an important situational or contextual variable) can demonstrate need-thwarting effects for some, its effects can be need-satisfying for those individuals with high levels of political skill and political will. In Study 1, we analyze a sample of 142 individuals to demonstrate that possessing political skill attenuates the negative effects of perceptions of organizational politics on psychological need satisfaction. In Study 2, we analyze a sample of 420 individuals to demonstrate that respondents with high levels of both political skill and political will experience their highest levels of need satisfaction in highly political environments. Theoretical contributions, limitations and future research directions, and practical implications are discussed.     

DOES PERFORMANCE IMPROVE FOLLOWING MULTISOURCE FEEDBACK? A THEORETICAL MODEL,META‐ANALYSIS,AND REVIEW OF EMPIRICAL FINDINGS

We review evidence showing that multisource feedback ratings are related to other measures of leadership effectiveness and that different rater sources conceptualize performance in a similar manner. We then describe a meta-analysis of 24 longitudinal studies showing that improvement in direct report, peer, and supervisor ratings over time is generally small. We present a theoretical framework and review empirical evidence suggesting performance improvement should be more likely for some feedback recipients than others. Specifically, improvement is most likely to occur when feedback indicates that change is necessary, recipients have a positive feedback orientation, perceive a need to change their behavior, react positively to the feedback, believe change is feasible, set appropriate goals to regulate their behavior, and take actions that lead to skill and performance improvement.     

Aboriginal Self‐Determination in Australia

In the context of Aboriginal–Anglo Australian relations, we tested the effect of framing (multiculturalism versus separatism) and majority group members' social values (universalism) on the persuasiveness of Aboriginal group rhetoric, majority collective guilt, attitudes toward compensation, and reparations for Aboriginals. As predicted, Anglo Australians who are low on universalism report more collective guilt when presented with a multiculturalist than a separatist Aboriginal frame, whereas those high on universalism report high levels of guilt independent of frame. The same pattern was predicted and found for the persuasiveness of the rhetoric and attitudes toward compensation. Our data suggest that (a) for individuals low in universalism, framing produces attitudes consonant with compensation because it produces collective guilt and (b) the reason that universalists are more in favor of compensation and reparation is because of high collective guilt. We discuss the strategic use of language to create power through the manipulation of collective guilt in political contexts.     

Religious identification and politicization in the face of discrimination: support for political Islam and political action among the Turkish and Moroccan second generation in Europe

Taking an approach from religion as a social identity and using large-scale comparative surveys in five European cities, we investigate when and how perceived discrimination is associated with religious identification and politicization among the second generation of Turkish and Moroccan Muslims. We distinguish support for political Islam from political action as distinct forms of politicization. In addition, we test the mediating role of religious identification in processes of politicization. Study 1 estimates multi-group structural equation models of support for political Islam in Belgium, the Netherlands, and Sweden. In line with a social identity model of politicization and across nine inter-group contexts, Muslims who perceived more discrimination identified (even) more strongly as Muslims; and high Muslim identifiers were most ready to support political Islam. In support of a competing social stigma hypothesis, however, negative direct and total effects of perceived discrimination suggest predominant depoliticization. Using separate sub-samples across four inter-group contexts in Belgium, Study 2 adds political action tendencies as a distinct form of politicization. Whereas religious identification positively predicts both forms of politicization, perceived discrimination has differential effects: Muslims who perceived more discrimination were more weary of supporting political Islam, yet more ready to engage in political action to defend Islamic values. Taken together, the studies reveal that some Muslim citizens will politicize and others will depoliticize in the face of discrimination as a function of their religious identification and of prevailing forms of politicization.     

From achievement to power: David C. McClelland,McBer & Company,and the business of the Thematic Apperception Test (TAT), 1962–1985

During the 1960s, Harvard psychologist David McClelland focused his research and business endeavors on increasing the need for achievement in small businesspeople, with the goal of fostering economic success in the developing world. However, by the early 1970s, McClelland would focus almost entirely on developing executives’ need for power in the United States. In this paper, I argue that underlying this shift was McClelland's dedication to the project of behavioral engineering and a newfound belief that training individuals in the responsible exercise of leadership and managerial power had become the most effective path to achieving his liberal political aims.     

Positivity bias in employees' self-ratings of performance relative to supervisor ratings: The roles of performance type,performance-approach goal orientation,and perceived influence

As hypothesized, data from two field studies among employees and their supervisors showed that employees are more likely to positively bias their self-ratings relative to supervisor ratings when creative performance rather than inrole performance is being evaluated. In addition, employees' performance-approach goal orientation and perceived influence were found to enhance positivity bias in self-ratings of creative performance. Moreover, performance-approach goal orientation and perceived influence appeared to combine and interact in their effects, such that the impact of perceived influence on positivity bias in self-ratings was larger when performance-approach goal orientation was weaker rather than stronger.     

The boundaries of reciprocal cooperation

The current research examines the role of social value orientation in determining the extent to which individuals are inclined to reciprocate cooperation exhibited by others perceived as either honest, intelligent, or unintelligent. Results revealed that individuals with prosocial orientation reciprocated high levels of cooperation regardless of other's characteristics. Individuals with proself orientation (i.e. individualists and competitors) exhibited some reciprocal cooperation toward others perceived as honest, yet took advantage of others perceived as intelligent or unintelligent. These results suggest that proselfs can be motivated to reciprocate cooperation by others if they have faith in others' benign intentions and trustworthiness. © 1998 John Wiley & Sons, Ltd.     

Coping with Abusive Supervision: the Neutralizing Effects of Perceived Organizational Support and Political Skill on Employees’ Burnout

While research into the antecedents of burnout has steadily grown, the relationship between abusive supervision and burnout remains largely unknown. In addition, we know little about the contingencies under which abusive supervision may be related to employees’ burnout. This study aims to examine the contingency side of the abusive supervision-burnout relationship by addressing the exploratory question of whether perceived organizational support and individual differences in political skill play moderating roles in the abusive supervision-burnout relationship. The present article developed a model and tested it with data from a sample of 248 supervisor–subordinate dyads. We hypothesized and found that (1) Abusive supervision was positively associated with burnout; (2) the positive relationship between abusive supervision and burnout was moderated by the employees’ perceived organizational support in such a way that the relationship was weaker for employees who perceive higher rather than lower organizational support; (3) the positive relationship between abusive supervision and burnout was moderated by the employees’ political skill in such a way that the relationship was weaker for people with high, rather than lower level of political skill.     

Nationality Versus Humanity? Personality,Identity, and Norms in Relation to Attitudes Toward Asylum Seekers1

Right‐wing authoritarianism, social dominance orientation, Australian and human identity salience, and perceived Australian and human norms were related to the attitudes, feelings and behaviors toward asylum seekers of 242 Australian students and activists. Those high in right‐wing authoritarianism and social dominance orientation were less welcoming, as were participants who identified strongly as Australians and perceived hostile national norms. Independently, participants who identified strongly as humans were significantly more welcoming to asylum seekers, and an interaction was found such that those who identified strongly as Australians were more welcoming when they also identified strongly as humans. Implications for theories of identity and prejudice are examined, and interventions to reduce conflict by utilizing the human level of identification are discussed.     

THE NEED FOR POWER IN WOMEN WHO WERE SEXUALLY ABUSED AS CHILDREN An Exploratory Study

Ten women who had been sexually abused as children and a matched group of women who had not been sexually abused participated in a preliminary study to explore the hypothesis that feelings of powerlessness and a compensatory need for power continue into adulthood for survivors of childhood sexual abuse. The Picture-Story Exercise (PSE) was used as an indirect assessment technique to determine the level of the need for power (McClelland, 1985; Winter, 1973, 1988). Results indicated that the stories of women with sexual abuse histories revealed a higher need for power and greater fear of power than those of nonabused women. Further content analysis of the PSE revealed that sexual abuse survivors' stories also contained more references to Finkelhor and Browne's (1986) dynamics of powerlessness, traumatic sexualization, betrayal, and stigmatization. These findings suggest important directions for future research as well as areas for therapeutic exploration.     

Post-conventional moral reasoning and reputation

Kohlberg’s theory of moral development conceives conventional and post-conventional moral reasoning as consecutive levels in a developmental sequence. This claim was examined in terms of the relationship between preference for these two styles of reasoning on the one hand and moral identity as perceived by others (reputation) and as self-perceived and on the other. Participants (n = 172), in groups of four mutual acquaintances, provided ratings of one another’s standing, and estimates of their own standing and reputation, on four trait dimensions (moral responsibility, consideration for others, respect for authority, and political orientation). Post-conventional moral reasoning, assessed using the Defining Issues Test, was not significantly related either to reputation or to self-rating on any dimension except political orientation. Conventional reasoning was related to politics though in the opposite direction, but additionally to both self- and other-ratings of moral responsibility and to the corresponding ratings of respect for authority. Findings do not support the view that the conventional/post-conventional distinction in moral reasoning is a developmental difference. An alternative proposed is that these are independent domains of moral thought, related to quite different aspects of social behaviour and political attitudes.     

Employee–supervisor political skill congruence and work outcomes: The mediating role of leader–member exchange quality

This study aims to investigate the effect of employee–supervisor political skill congruence on the quality of leader–member exchange (LMX), which in turn influences employees' job satisfaction and turnover intention. For this purpose, two survey studies were conducted. The first study examined the relationship between employee–supervisor political skill congruence and LMX using multi-source data collected from 287 employee–supervisor dyads. The second study examined the indirect effect of congruence in political skill on work outcomes through LMX by using time-lagged multi-source data collected from 142 employee–supervisor dyads. The findings indicate that compared with incongruence, congruence in political skill is associated with higher employee-rated LMX. Moreover, among dyads with congruent political skills, congruence at high levels of political skill is associated with higher employee-rated LMX compared with congruence at low levels of political skill. Moreover, in case of incongruency, low employee–high supervisor political skill combination was related to higher supervisor-rated LMX compared with high employee–low supervisor political skill combination. Lastly, employee–supervisor political skill congruency indirectly influences job satisfaction and turnover intention through employee-rated LMX. This research significantly contributes to the political skill literature by examining potential consequences of employee–supervisor congruence in political skill in the workplace.     

Seeing power in action: The roles of deliberation, implementation, and action in inferences of power

Six experiments investigate the hypothesis that social targets who display a greater action orientation are perceived as having more power (i.e., more control, less dependence, and more influence) than less action-oriented targets. I find evidence that this inference pattern is based on the pervasive belief that individuals with more power experience less constraint and have a greater capacity to act according to their own volition. Observers infer that targets have more power and influence when they exhibit more implementation than deliberation in the process of making decisions in their personal lives (Study 1a), in a public policy context (Study 1b), and in small groups (Study 2). In an organizational context, observers infer that a target who votes for a policy to change from the status quo has more power than a target who votes not to change from the status quo (Study 3). People also infer greater intra-organizational power and higher hierarchical rank in targets who take physical action toward a personal goal than in those who do not (Studies 4-5).