Personality Factors as Predictor to Choice of Behavioural Influence Tactics

Conscientiousness, Agreeableness, Influence tactics, Ingratiation, Rationality, Exchange of benefit, Assertiveness, Upward appeal, Coalition formation

The study had been conducted to explore the relationship between personality disposition of managers and its impact on choice of their behavioural influence tactics. This study was conducted on 156 managers working in organizations. Two personality factors: Agreeableness and Conscientiousness had been investigated on their impact on the choice of behavioural influence tactics. Data was analysed using correlation and ordinary least square regression analysis. Results indicated that managers with Agreeableness personality disposition had chosen significantly more Ingratiation and Exchange of benefit tactics. They had not preferred the assertiveness tactic. In the same vein, managers with Conscientiousness personality disposition preferred Rationality, Assertiveness, and Exchange of benefit tactics. Conscientiousness personality disposition did not have the significant relationship with Upward appeal and Coalition formation.