Perception of Behavioural Influence Tactics by the Middle Managers – An Exploratory Study

This paper reports the preferences of behavioural influence tactics by one hundred eighty middle managers belonging to three organizations. The results revealed that the use of authority, assertiveness and logical reasoning dimensions were significantly preferred more by the middle managers of private sector productive compared to public sector productive and service sector organizations. The middle managers of public sector productive organization were highest and the managers of private sector productive organization were the lowest on the choice of ethnic identity tactic. Results further revealed the middle managers across the three types of organizations rated intimidation as the least and assertiveness as maximum used tactics.