Influence Tactics Scale
Measures the frequency of six types of behaviors used by subordinates to influence their supervisors.
Scale Development & Technical Details
Scale Overview
The Influence Tactics Scale was developed by Chester A. Schriesheim & Timothy R. Hinkin (1990). It is designed to measure Influence Tactics. The scale is intended for use with Subordinates / Employees.
Scale Structure
This instrument consists of 18 items organized into 6 factors/subscales: Ingratiation, Exchange of benefits, Rationality, Assertiveness, Upward appeal, Coalition.
| Factor / Subscale | Items | N |
|---|---|---|
| Ingratiation | 1,2,3 | 3 |
| Exchange of benefits | 4,5,6 | 3 |
| Rationality | 7,8,9 | 3 |
| Assertiveness | 10,11,12 | 3 |
| Upward appeal | 13,14,15 | 3 |
| Coalition | 16,17,18 | 3 |
Response Format
Respondents rate each item using a custom response format.
Response anchors: 1 = Never use this tactic to influence him/her, 2 = Seldom use this tactic to influence him/her, 3 = Occasionally use this tactic to influence him/her, 4 = Frequently use this tactic to influence him/her, 5 = Usually use this tactic to influence him/her.
Scoring
Items are scored by subscale, with each subscale sum representing a distinct dimension.
Total scores range from 3 to 15. Interpretation guidelines:
- Low Use: 3 – 6
- Moderate Use: 7 – 11
- High Use: 12 – 15
Psychometric Properties
Internal Consistency: The scale has demonstrated good to excellent internal consistency with reported Cronbach’s alpha values of Alpha values: Ingratiation (.73-.84), Exchange of benefits (.74-.76), Rationality (.78-.80), Assertiveness (.73-.76), Upward appeal (.73-.82), Coalition (.83-.87).
Administration
The scale is self-administered and typically takes approximately 5 minutes to complete. It can be administered individually or in group settings. No special training is required for administration.