Survey of Influence Effectiveness · influence behavior and effectiveness. The individual being...
Transcript of Survey of Influence Effectiveness · influence behavior and effectiveness. The individual being...
-
Survey ofInfluence
EffectivenessA Research Report
-
2
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Authors
Roger Peters, PhDMark Arnold, MA
Copyright © 1998 by International LearningWorks®, Inc. All rights reserved.
International LearningWorks®, Inc.Corporate Headquarters1130 Main AvenueDurango, CO 81301(800) 344-0451 FAX (970) 259-7194
Printed in the United States of America
SIE-RESEARCH-10-0398
-
3
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
What is the SIE?
The Survey of Influence Effectiveness (SIE) is a questionnaire designed to help professionalsdetermine how effective they are at influencing others with integrity. The SIE is distributed todirect reports, colleagues, supervisors, and possibly clients to get their feedback on an individual’sinfluence behavior and effectiveness. The individual being rated then receives a detailed feedbackreport which provides such information as
1) the appropriateness, frequency, and effectiveness of their influence tactics,
2) an overall effectiveness rating,
3) a ranking of their influence skills,
4) a comparison of their influence skills with other business professionals, and
5) recommendations for improving their influence effectiveness.
What is the Model that the SIE is Based on?Influence effectiveness depends on three factors:
1) using the right tactic for the situation,
2) having the right power base for the tactic, and
3) having the right skills to use the tactic.
These three factors work in combination and may be represented as:
where: T = influence Tactic,O = Organizational power base,P = Personal power base, andS = Skill at using the tactic
This TOPS model is the underpinning of the SIE.
TOPS = Result
-
4
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Influence Tactics (T)
Ten common influence tactics that people can use ethically are:
Legitimizing - referring to or using authority (laws, rules, procedures, or traditions)
Logical Persuading - using logic to persuade (may involve data, graphs, and evidence)
Appealing to Friendship - asking friends for favors or assistance
Socializing - establishing rapport to find commonalties and to build a connection
Consulting - presenting a problem and asking for the influencee’s input
Stating - saying what you want, believe, or need (the opposite of asking)
Appealing to Values - inspiring cooperation by appealing to values, emotions, or feelings
Modeling - setting an example for others to follow
Exchanging - giving something of value to the influencee in return for something you want
Alliance Building - putting together a coalition of supporters to help influence others
There are also four common ways that people influence without integrity:
Avoiding - not doing what you said you would thereby forcing others to act
Manipulating - lying, deceiving, and withholding information are examples
Threatening - Intimating verbal or physical violence, or negative consequences
Intimidating - Using a size or power differential to get what you want
Organizational Power (O)
Each individual derives some power from the organization for which they work. Theorganizational power sources are:
Role - the authority you have based on your position in the organization
Resources - access to and control of resources such as money, people, and equipment
Information -access to and control of information that others need
Network-the number of key people you know and have access to
Reputation-how well you are known inside and outside your organization
-
5
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Personal Power (P)
People also have power based on their individual capabilities and traits. The personal sources ofpower are:
Knowledge-the perception others have of your knowledge and expertise
Expressiveness-how articulate you are
Character-people’s perception of your honesty and integrity
Attraction -the ability to attract others and make friends
History with the Influencee-how well others know you and their perceptions of you
Skills (S)
Each influence tactic requires a unique set of skills, and success depends on proficiency in usingthose skills. The specific skills the SIE measures are:
gnitressA gninetsiL
gniborP evitaitiniehtgnikaT
gnitsisreP srovafrofsrehtoksaotssengnilliW
gninosaerlacigoL srehtognigaruocnednagnitroppuS
msaisuhtnednaygrenegniyevnoC srehtorofsrovafodotssengnilliW
spihsnoitaleresolcgnidliuB tsurtdnatroppargnidliuB
eciovfoenotgnillepmocagnisU yllausivatadgniyalpsiddnagnizylanA
ylevitatirohtuagnivaheB sevitanretlaevitaercgnidniF
gnitaitogenrogniniagraB rehtonitseretnieniuneggniwohS
yllanoitasrevnocgnikaepS eulavsrehtotahwotnithgisnignivaH
slabrev-nonevitressagnisU yltnedifnoc-flesgnivaheB
regnartshtiwelbaicosdnayldneirfgnieB sdeendnasgnileefsrehtootytivitisneS
yvaehgniraeppatuohtiwytirohtuagnisUdednah
gnomastnemeergasiddnastcilfnocgnivloseRsrehto
nidnasrehtognomasusnesnocgnidliuBspuorg
-
6
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
How does the Questionnaire Incorporate the TOPS Model?The SIE questionnaire addresses each aspect of the TOPS model by asking specific questionspertaining to influence tactics, organizational power, personal power, and skills. Surveyrespondents are asked to rate an individual on every influence tactic, source of power, and skillincluded in the TOPS model. For example, the question “How frequently does this person askother people for their ideas on a subject and incorporate their ideas into the subsequent plan orproposal?” can be answered as never, rarely, sometimes, often, or very often. These choices arethen converted to a 5 point scale (never = 1, very often = 5) which allows statistical comparisonand analysis.
What Statistical Method was used to Validate the SIE?The SIE was validated using factor analysis. Two separate analyses were run, one on a sample of4,500, the other on a sample of 10,700. Results of the two analyses were highly similar.
What were the Results of the Statistical Analysis?The overall results of the statistical analysis were: “SIE questions form clusters that correspond tothe TOPS model, thereby validating the SIE and its underlying TOPS model.” Two factors thatemerged are associated with high overall ratings of influence effectiveness: a cluster of positiveinfluence tactics (socializing, consulting, and modeling), and the organizational power base. Athird factor, which was associated with low overall ratings of influence effectiveness consisted ofthe negative influence tactics.
Who conducted the statistical analysis of the SIE?Roger Peters, PhD, conducted the statistical analysis of the SIE. Dr. Peters received his PhD fromthe University of Michigan. He is the Director of Assessment and Professor in the Department ofPsychology and Computer Science Information Services at Ft. Lewis College in Durango,Colorado. Dr. Peters has been the recipient of the Westinghouse Science Talent Search Scholarship,Woodrow Wilson Foundation Fellowship, Danforth Foundation Fellowship, and the ColoradoCommission on Higher Education Excellence Grant. Dr. Peters is also a consultant to the ACT andAmerican Institutes for Research, as well as the author of Practical Intelligence, published byHarper-Row.
-
7
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Statistical Appendices
Study A SIE Correlation Matrix
We analyzed responses to SIE questionnaires from 4500 Others (Supervisors, Colleagues, andOthers), describing the influence effectiveness of 714 participants. In the 97 X 96 genericcorrelation matrix, all column sums of correlations, which represent the overall correlationbetween a question and all other questions, are positive except those of negative influence tactics.Thus we have a desirable “positive manifold.”
Study A Overall and Total Correlations
noitseuQrebmuN
noitseuQataDdleiF
llarevO)68Q(
EISlatoT
16 tsurtdnatroppargnidliuB 01S 115.0 207.0
58ehs/ehseodtnetxetahwot?nosrepsihtsievitroppuswoH
?srehtoegaruocne01SS 905.0 496.0
76 esuacnommocanitcaotrehtegotelpoepgnignirB 61S 635.0 886.0
68elorronoitisopralimisanisrehtootderapmocdna,llarevO
uoyodlaitneulfniwoh,noitazinagrofoepytreh/sihni?nosrepsihtredisnoc
1ET 1 876.0
35 .elpoepgnomasusnesnocgnidliuB 2S 735.0 676.0
36stnawehs/ehroivahebgniledomdnaelpmaxedoogagnitteS
srehtonieesot21S 194.0 866.0
08?elpoeprehtootnievahnosrepsihtseodthgisnihcumwoh
.eulavsrehtotahwfoerawameesehs/ehseodtnetxetahwot5SS 384.0 556.0
96srehtognihcaetdnadaelehtgnikat;yawehtsrehtogniwohS
sgnihtodotwoh81S 045.0 456.0
28nidetseretniyleniunegmeesnosrepsihtseodtnetxetahwoT
?elpoeprehto7SS 304.0 946.0
29
ylraelcetacinummocnacdnaevisserpxeyrevsinosrepsihTdoog&rekaepsgnigagnenasiehs/eh;ylgnicnivnocdna
gnillepmoc,gnortstneserpnacnosrepsihT.renetsil.weivfotniopreh/sihrofstnemugra
6SP 95.0 136.0
57 srehtognomarohtiwstnemeergasiddnastcilfnocgnivloseR 42S 484.0 526.0
59sekamehs/eh;ekilotmeeselpoepseitilauqsahnosrepsihT
.elbahcaorppadnaneposinosrepsihT.ylisaesdneirf9SP 504.0 226.0
91rehrosihwohswohsdnaeulavsrehtotahwsdnatsrednU
.seulavesohttcelferslasoporp91FP 583.0 516.0
02morfeesotstnawehs/ehsroivahebfosdnikehtsledoM
srehto02FP 214.0 416.0
25yvaehroevitatirohtuaebotgniraeppatuohtiwytirohtuagnisU
.dednah1S 905.0 906.0
31evitaroballocsdliubdnagnivlosmelborpnisrehtosegagnE
.troppusnacyehtsnoitulos31FP 993.0 806.0
46 saedis'elpoepgnisudnarofgniksA 31S 783.0 806.0
-
8
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
noitseuQrebmuN
noitseuQataDdleiF
llarevO)68Q(
EISlatoT
12odotwohsrehtoswohsdnarotnemrohcaocasastcA
.sgniht12FP 454.0 506.0
86 srehtohtiwspihsdneirfesolcgnidliuB 71S 443.0 895.0
22miheessrehtoesuacebtirofgniksatuohtiwtroppussniatbO
ytirohtuafodnikrehtorotrepxedezingocerasarehro22FP 025.0 195.0
47 msaisuhtnednaygrenegniyevnoC 32S 284.0 785.0
09
sidnanoitazinagroreh/sihninwonkllewsinosrepsihTreh/sihrofnwonksinosrepsiht;ylhgihdedrager
rogroehtedisninoitatuperdoogasahdnastnemhsilpmocca.sgrotneilcni
4SP785.0
285.0
71dnagniodsiehsroehtahwtuobadeticxeelpoeptegotseirT
.noitazinagroehtromehtotsititnatropmiwohmehtswohs71FP 883.0 875.0
85 gninetsiL 7S 073.0 675.0
06 tnemeergarotroppusrofgnitaitogenrogniniagraB 9S 474.0 575.0
65 .elpoephtiwyllaicosgniklat-yllanoitasrevnocgnikaepS 5S 104.0 375.0
55mehtgnitroppusdnayllacigolstseuqerrosaedignitneserP
.ecnediverostcafhtiw4S 374.0 365.0
49tsenohreh/mihredisnocnosrepsihthtiwkrowohwesohT
lanosrepfosdradnatshgihsahehs/eh;yhtrowtsurtdnareh/mihtsurtnacelpoepdnatcudnoc
8SP 163.0 265.0
17 snoitulosrosevitanretlaevitaercgnidniF 02S 974.0 165.0
95 stnemugralarognillepmocgnikaM 8S 305.0 655.087 sgnileef'srehtootnosrepsihtsievitisneswoH 3SS 582.0 455.048 ?srehtorofsrovafodotehs/ehsignilliwwoH 9SS 043.0 255.0
21&tcejbusanosaediriehtrofelpoeprehtosksA
.lasoporpronalptneuqesbusehtotnisaediriehtsetaroprocni21FP 513.0 155.0
9dnallewwonkt'nseodehs/ehelpoephtiwgnimochtrofsIgnihtemosrofgniksaerofebmehthtiwtropparsehsilbatse
9FP 313.0 445.0
69 .elbatciderpdnaelbadneped,tnetsisnocsinosrepsiht 01SP 753.0 335.007 sregnartshtiwelbaicosdnayldneirfgnieB 91S 833.0 235.0
19.esitrepxednaegdelwonkrehrosihrofnwonksinosrepsihT
snoitadnemmocer,.ecivdatrepxerofreh/mihotemocelpoePecnatsissaro
5SP 225.0 35.0
45neddihroseitixelpmoclaevertahtsnoitseuqgniksa-gniborP
sadnega3S 734.0 325.0
39
edisnistcatnocforebmundaorbaevahotsmeesnosrepsihTdnaelpoepthgirehtotsseccasahdnagroehtedistuodna
forebmunaswonkehs/eh;emitthgirehttasecruoser.elpoeptnacifingis
7SP 794.0 125.0
4sistiyhwswohsdnagnihtemosstnawehs/ehyhwsnialpxE
noitcafoesruocroeciohclacigoltsomeht4FP 483.0 615.0
37 esleenoemosecneulfnireh/mihplehotelpoepgnicnivnoC 22S 383.0 15.027 .gninosaerlacigolgnisU 12S 834.0 605.0
81ybyllausu,noitisopreh/sihottnemtimmocgnortsswohS
.noitcivnochtiwdnayletanoissaptignibircsed81FP 553.0 5.0
01 gniogtuodnayldneirfgniebybnoitarepoocniagotseirT 01FP 242.0 594.066 noitcivnochtiwdnayletanoissapnoitisopagnitatS 51S 534.0 584.0
-
9
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
noitseuQrebmuN
noitseuQataDdleiF
llarevO)68Q(
EISlatoT
38 ?ebotmeesnosrepsihtseodtnedifnoc-fleswoH 8SS 925.0 474.0
42aswohstubnoitarepoocrofetaitogenylticilpxetonseoD
roevitanretlanadnifotredroniekatdnaevigotssengnilliw.enoyrevestifenebtahtnoitulos
42FP 552.0 864.0
5 atadrehtorostrahc,ecnedive,stcafhtiwstseuqerstroppuS 5FP 192.0 054.041 .ecnarussa-flesdnaecnedifnochtiwnoitisopasetatS 41FP 154.0 444.0
11tuobagniklatybrehromihhtiwelbatrofmocsrehtosekam
ssenisubotnwodgnittegerofebseussilanosrep11FP 512.0 44.0
8dna,sdneirfrofsrovafseod,spihsnoitalerlaigellocsniatniaM
srovafrofsdneirfgniksaelbatrofmocsi8FP 481.0 634.0
75 yllausivatadgniyalpsiddnagnizylanA 6S 123.0 914.0
97ehsroehsitnetxetahwoT:nosrepsihtsievitressawoH
stnawehs/ehtahwtuobatceridebotgnilliw4SS 644.0 914.0
18 ?nosrepsihtsitnetsisrepwoH 6SS 404.0 414.0
26htiwgnikaeps,elpmaxerof-syawevitatirohtuanignivaheB
ylevitatirohtuagnisserdroytirohtua11S 863.0 504.0
56serutseggnortsgnisu;noitatisehtuohtiwdnayldlobgnikaepS
tniopaekamot41S 663.0 293.0
54citsaisuhtnednalanoitaripsniebdnaseulavruoyotlaeppA
stnawehs/ehtahwtuoba4A 471.0 973.0
05otsrehtoekildluowehs/ehwohledomdnaelpmaxeehtteS
dnopserroevaheb9A 891.0 863.0
98tahtnoitamrofnilanoitazinagrootsseccasahnosrepsihTnaebotreh/mihredisnocelpoep;eulavdnadeensrehto
ecruosernoitamrofni3SP 223.0 863.0
7ehsroehtahtdnatnatropmisitseuqerehttahtsetatS
troppusruoynosdneped7FP 251.0 843.0
34dnatroppardliubotuoyhtiwezilaicosdnayldneirfeB
pihsnoitalerruoynehtgnerts2A 231.0 543.0
94tahtlasoporpevitaroballocamrofnehtdnasaediruoyticiloS
troppusoteerganacuoy8A 831.0 123.0
77 ?srovafrofsdneirfksaotnosrepsihtsignilliwwoh 2SS 721.0 913.0
52tahtsserpxeotlasoporpreh/sihtroppusohwsrehtosksA
.ylcilbuptroppus52FP 701.0 803.0
62roehnosrepehtgnihcaorppaerofebtroppus'srehtosteGehtotstroppusesohtgnirbyamdnaecneulfniotstnawehs
.gniteem62FP 411.0 803.0
44ehsroehtahwyltceridetatsot-tnetsisrep&evitressaeB
stnaw3A 251.0 703.0
61roecnatsiserdeunitnochtiwdecafnehwneve,tnetsisrepsI
noitisoppo61FP 242.0 692.0
6roplehrofsdneirfderedisnoceraohwelpoepsksA
ecnatsissa6FP 970.0 692.0
67 ?ytirohtuatcepsernosrepsihtseodhcumwoH 1SS 341.0 392.0
32tahtgnihtemosgnirefforogniodybnoitarepoocrofsniagraB
.tseuqerreh/sihtnargyehtfisrehtostifeneb32FP 390.0 582.0
-
10
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
noitseuQrebmuN
noitseuQataDdleiF
llarevO)68Q(
EISlatoT
78
esicrexeotreh/ihselbanenoitisoproelors'nosrepehTgnidragersnoisicedekamdnaytirohtualanoitazinagro
dnaekamotelbasiehs/eh;wolfkrowdnastnemngissa.wolloftsumsrehtotahtserudecorpro.sger,selurecrofne
1SP 692.0 872.0
15ruoyrofegnahcxenieulavdluowuoygnihtemosreffO
.noituloslaicifenebyllautumakeesesiwrehtorotroppus01A 280.0 572.0
72 flahebreh/sihnotcaotsretroppuslaitneulfnisteG 72FP 780.0 562.024 weivfotniopreh/sihtpeccaotuoyedausrepotcigolesU 1A 241.0 942.0
88otdeensrehtotahtsecruosertnatropmislortnocnosrepsihT
,sloot,erawtfos,tnempiuqe,tegdubsahcus,sbojriehtod.ecapsdnaelpoep
2SP 12.0 42.0
84 srovafrofsdneirfksA 7A 140.0 332.0
2,erudecorp,ycilophtiwtnetsisnocerastseuqertahtsetacidnI
seulavdetpeccayllarenegronoitidart,motsuc2FP 780.0 132.0
64 uoygnihcaorppaerofebsretroppusfoecnaillanadliuB 5A 710.0 122.0
3strepxerosevitucexesahcus,seitirohtuadezingocersetiC
noiniporotseuqerreh/sihtroppusohw3FP 620.0 771.0
74,swalsahcus,ytirohtuaotgnilaeppaybtseuqeraezimitigeL
noitidartroseulav,smotsuc,serudecorp6A 200.0 671.0
51stnawehsroehtahwsrehtognillet,tcerid&evitressasI
.noissucsidgnitivniylticilpxetuohtiw51FP 951.0 451.0
1nanielorrehrosihnitnerehniytirohtuaehtsesU
.lasoporprotseuqerayfitsujotnoitazinagro1FP 370.0 541.0
73 yllacisyhplufecrofylevissecxesI 01FN 360.0- 181.0-
53fidegatnavdasidrodemraheblliwuoytahtseilpmirosetatS
stnawehs/ehtahwodt'noduoy8FN 980.0- 652.0-
83seillub;noitisopnworehrosihrofyllufecrofootseugrA
.yllautcelletni11FN 880.0- 292.0-
43;gnihtemosodotuoytegotredroniesiarperecnisnisreffO
yawreh/sihtegotecivedasayrettalfsesu7FN 951.0- 313.0-
04 srehtonoflesrehroflesmihsesopmI 31FN 721.0- 523.0-
93s'enoemoseziminimotromuhronoisnecsednocsesU
snoitubirtnoc21FN 431.0- 723.0-
63 sgnileef'srehtootevitisnesniroevisarba,gniraebrevo,duolsI 9FN 141.0- 743.0-
14elpoepselttileb;melborpehtnahtrehtarnosrepehtskcattA
.ylcilbup41FN 461.0- 253.0-
82ro,gnitanitsarcorp,gniyaledybsnoisicedrostnevesecneulfnI
.tcadluohsehs/ehnehwtcaotgniliaf1FN 382.0- 263.0-
33 eslafsitahtgnihtemoseveilebotelpoepsdaeL 6FN 112.0- 483.0-23 snoitnetnilaerreh/sihsesiugsiD 5FN 602.0- 593.0-
13aekamotdeensrehtotahtnoitamrofnisdlohhtiwyllanoitnetnI
yletaruccasnoitpoehtetaulaveotronoisiceddoog4FN 802.0- 793.0-
92lliwehs/ehsyas;yllaert'nseodtubuoyhtiweergaotsraeppA
tnelissirootsliafretaldnauoytroppus2FN 603.0- 744.0-
03ehtegdelwonkcaotgnilliwnusi;srehtootnetsiltonseoD
.weivfotniops'nosreprehto3FN 852.0- 854.0-
latoTEIS 876.0 1
-
11
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Internal Reliability of Study A SIE Scores
Reliability, or consistency, is as important as validity. Most items are highly reliable in the sensethat they correlate well with SIE Total score: 43 have correlations > .500, 66 have correlations>.300, and all negative tactic frequencies have negative correlations, 11 of them .3 on Rotated Study A Factor I
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
I
49 8SP;yhtrowtsurtdnatsenohreh/mihredisnocnosrepsihthtiwkrowohwesohTreh/mihtsurtnacelpoepdnatcudnoclanosrepfosdradnatshgihsahehs/eh
406.0
69 01SP .elbaciderpdnaelbadneped,tnetsisnocsinosrepsihT 545.085 7S gninetsiL 415.087 3SS sgnileef'srehtootnosrepsihtsievitisneswoH 905.0
36 21Snieesotstnawehs/ehroivahebgniledomdnaelpmaxedoogagnitteS
srehto674.0
LATOT 764.0
16 01S tsurtdnatroppargnidliuB 954.0
-
12
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Total score loading on this factor is a moderately high 0.467, but Item 86’s loading is low, only0.202. This factor combines personal power sources having to do with dependability (94,96),influence skills, especially those involoving sensitivity (58, 78), and the modeling and consultingtactics (63, 20, 13). Thus is contains three of the four TOPS elements. It seems to describe ageneral high-integrity collaborative competence.
Salients are questions with loadings >.5 or < -.5. The following table shows the negative salientsfor Study A rotated Factor 1.
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
I02 02FP srehtomorfeesotstnawehs/ehsroivahebfosdnikehtsledoM 334.028 7SS ?elpoeprehtonidetseretniyleniunegmeesnosrepsihtseodtnetxetahwoT 234.0
31 31FPyehtsnoitulosevitaroballocsdliubdnagnivlosmelborpnisrehtosegagnE
.troppusnac324.0
58 01SSegaruocneehs/ehseodtnetxetahwot?nosrepsihtsievitroppuswoH
?srehto214.0
21 21FPsaediriehtsetaroprocni&tcejbusanosaediriehtrofelpoeprehtosksA
.lasoporp...otni904.0
46 31S saedis'elpoepgnisudnarofgniksA 404.0
59 9SP.ylisaesdneirfsekamehs/eh;ekilotmeeselpoepseitilauqsahnosrepsihT
.elbahcaorppadnanepo...773.0
35 2S .elpoepgnomasusnesnocgnidliuB 263.0
08 5SSehs/ehseod...?elpoeprehtootnievahnosrepsihtseodthgisnihcumwoH
.eulavsrehtotahwfoerawamees063.0
4 4FPlacigoltsomehtsistiyhwswohsdnagnihtemosstnawehs/ehyhwsnialpxE
noitcafoesruocroeciohc853.0
5 5FP atadrostrahc,ecnedive,stcafhtiwstseuqerstroppuS 153.0
55 4SrostcafhtiwmehtgnitroppusdnayllacigolstseuqerrosaedignitneserP
.ecnedive543.0
25 1S .dednahyvaehroevitatirohtuaebotgniraeppatuohtiwytirohtuagnisU 633.0
57 42S srehtognoma...stnemeergasiddnastcilfnocgnivloseR 533.0
12 12FP .sgnihtodotwohsrehtoswohsdnarotnemrohcaocasastcA 033.0
27 12S .gninosaerlacigolgnisU 723.0
91 91FPtcelferslasoporprehrosihwohswohsdnaeulavsrehtotahwsdnatsrednU
.seulavesoht123.0
48 9SS ?srehtorofsrovafodotehs/ehsignilliwwoH 803.0
-
13
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Negative Salients and Their Loadings on Rotated Study A Factor I
Factor I is bipolar, that is, it has both positive and negative salients. The highest loadings onrotated Factor I are negative. These questions are much more coherent than the positive questions.They deal with negative influence tactics, especially those involving manipulation (31, 32, 33,34), intimidating (40, 36, and 41), and insensitivity (30, 36, 39). The trustworthy-modeling versusmanipulative dimension is the inverse of Machiavellianism.
Factor I accounts for 11.9 percent of the variance in Others’ responses and correlates moderatelywell (.467) with Total score. All 14 negative tactics have at least moderately high negative load-ings. Therefore Factor I provides strong support for the negative tactic construct and itspernicious impact on influence effectiveness.
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
I73 01FN yllacisyhplufecrofylevissecxesI 734.0-
82 1FNtcaotgniliafro,gnitanitsarcorp,gniyaledybsnoisicedrostnevesecneulfnI
.tcadluohsehs/ehnehw625.0-
53 8FNodt'noduoyfidegatnavdasidrodemraheblliwuoytahtseilpmirosetatS
stnawehs/ehtahw965.0-
92 2FNuoytroppuslliwehs/ehsyas;yllaert'nseodtubuoyhtiweergaotsraeppA
tnelissirootsliafretaldna436.0-
83 11FN .yllautcelletniseillub;noitisopnworehrosihrofyllufecrofootseugrA 256.0-
14 41FN .ylcilbupelpoepselttileb;melborpehtnahtrehtarnosrepehtskcattA 566.0-
63 9FN sgnileef'srehtootevitisnesniroevisarba,gniraebrevo,duolsI 676.0-
93 21FN snoitubirtnocs'enoemoseziminimotromuhronoisnecsednocsesU 976.0-
43 7FNsayrettalfsesu;gnihtemosodotuoytegotredroniesiarperecnisnisreffO
yawreh/sihtegoteciveda086.0-
33 6FN eslafsitahtgnihtemoseveilebotelpoepsdaeL 396.0-
03 3FNs'nosreprehtoehtegdelwonkcaotgnilliwnusi;srehtootnetsiltonseoD
.weivfotniop996.0-
23 5FN snoitnetnilaerreh/sihsesiugsiD 107.0-
04 31FN srehtonoflesrehroflesmihsesopmI 607.0-
13 4FNdoogaekamotdeensrehtotahtnoitamrofnisdlohhtiwyllanoitnetnI
yletaruccasnoitpoehtetaulaveotronoisiced427.0-
-
14
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Factor II: Passionate Expertise: Confidence, Assertiveness, Communication and Expertise
Factor II is the second strongest factor emerging from the analysis with Varimax rotation. It ishard to summarize, but “Passionate Expertise” comes close. Tables below show loadings of thequestions that are most central to Factor II.
Salients on Rotated Study A Factor II
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
II
97 4SSebotgnilliwehsroehsitnetxetahwoT:nosrepsihtsievitressawoH
?stnawehs/ehtahwtuobatcerid067.0
41 41FP .ecnarussa-flesdnaecnedifnochtiwnoitisopasetatS 547.066 51S noitcivnochtiwdnayletanoissapnoitisopagnitatS 207.0
56 41Saekamotserutseggnortsgnisu;noitatisehtuohtiwdnayldlobgnikaepS
tniop196.0
18 6SS ?nosrepsihtsitnetsisrepwoH 886.0
38 8SS ?ebotmeesnosrepsihtseodtnedifnoc-fleswoH 866.0
95 8S stnemugralarognillepmocgnikaM 326.0
61 61FP noitisopporoecnatsiserdeunitnochtiwdecafnehwneve,tnetsisrepsI 716.0
55 4SrostcafhtiwmehtgnitroppusdnayllacigolstseuqerrosaedignitneserP
.ecnedive075.0
29 6SPdnaylraelcetacinummocnacdnaevisserpxeyrevsinosrepsihT
nosrepsihT.renetsildoog&rekaepsgnigagnenasiehs/eh;ylgnicnivnoc.weivfotniopreh/sihrofstnemugragnillepmoc,gnortstneserpnac
765.0
51 51FPylticilpxetuohtiwstnawehsroehtahwsrehtognillet,tcerid&evitressasI
.noissucsidgnitivni555.0
27 12S .gninosaerlacigolgnisU 345.0
68 1ETepytreh/sihnielorronoitisopralimisanisrehtootderapmocdna,llarevO
?nosrepsihtredisnocuoyodlaitneulfniwoh,noitazinagrofo835.0
81 81FPtignibircsedybyllausu,noitisopreh/sihottnemtimmocgnortsswohS
.noitcivnochtiwdnayletanoissap135.0
47 32S msaisuhtnednaygrenegniyevnoC 715.0
EISLATOT
615.0
26 11Sroytirohtuahtiwgnikaeps,elpmaxerof-syawevitatirohtuanignivaheB
ylevitatirohtuagnisserd015.0
These questions deal with effectiveness (79, 81), assertive skills (79, 66, 65), the stating (14) andpersistence (81) tactic frequencies, and communication skills (59, 55, 92).
-
15
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Questions with Highest Negative Loadings on Rotated Study A Factor II
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
II
43 7FNsayrettalfsesu;gnihtemosodotuoytegotredroniesiarperecnisnisreffO
yawreh/sihtegoteciveda711.0-
23 5FN snoitnetnilaerreh/sihsesiugsiD 21.0-33 6FN eslafsitahtgnihtemoseveilebotelpoepsdaeL 441.0-
92 2FNuoytroppuslliwehs/ehsyas;yllaert'nseodtubuoyhtiweergaotsraeppA
tnelissirootsliafretaldna472.0-
82 1FNtcaotgniliafro,gnitanitsarcorp,gniyaledybsnoisicedrostnevesecneulfnI
.tcadluohsehs/ehnehw492.0-
These questions deal with manipulative negative tactics.
Factor II, highly similar to its Study B counterpart, accounts for a considerable 10.8 percent of thevariance in Others’ responses. Question 86 correlates well (0.538) with Factor II, as does Totalscore (0.516). This factor opposes assertiveness to manipulation, so it comes close to courage, orrefraining from sneakiness. It combines Tactics, especially stating; Personal power sources,especially assertiveness; and Skills, especially those related to assertiveness. Thus it containsthree elements of the TOPS model. It is tapped by questions having to do with assertiveness,confidence, communication, and expertise, which come close.
-
16
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Factor III: Friendship and Socializing
Factor III is the third strongest factor emerging from the analysis with Varimax rotation. It ac-counts for 10.9 percent of the variance in Others’ item ratings. Tables below show loadings of thequestions that are most central to Factor III.
Salients on Rotated Study A Factor III
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
III07 91S sregnartshtiwelbaicosdnayldneirfgnieB 617.086 71S srehtohtiwspihsdneirfesolcgnidliuB 17.065 5S .elpoephtiwyllaicosgniklat-yllanoitasrevnocgnikaepS 107.001 01FP gniogtuodnayldneirfgniebybnoitarepoocniagotseirT 496.0
59 9SP.ylisaesdneirfsekamehs/eh;ekilotmeeselpoepseitilauqsahnosrepsihT
.elbahcaorppadnaneposinosrepsihT266.0
11 11FPseussilanosreptuobagniklatybrehromihhtiwelbatrofmocsrehtosekaM
ssenisubotnwodgnittegerofeb246.0
9 9FPsehsilbatsednallewwonkt'nseodehs/ehelpoephtiwgnimochtrofsI
gnihtemosrofgniksaerofebmehthtiwtroppar236.0
28 7SS ?elpoeprehtonidetseretniyleniunegmeesnosrepsihtseodtnetxetahwoT 606.0
8 8FPelbatrofmocsidna,sdneirfrofsrovafseod,spihsnoitalerlaigellocsniatniaM
srovafrofsdneirfgniksa285.0
16 01S tsurtdnatroppargnidliuB 955.0
latoTEIS 445.0
48 9SS ?srehtorofsrovafodotehs/ehsignilliwwoH 345.0
58 01SSegaruocneehs/ehseodtnetxetahwot?nosrepsihtsievitroppuswoH
?srehto45.0
87 3SS sgnileef'srehtootnosrepsihtsievitisneswoH 635.0
08 5SStnetxetahwot?elpoeprehtootnievahnosrepsihtseodthgisnihcumwoH
.eulavsrehtotahwfoerawameesehs/ehseod625.0
77 2SS ?srovafrofsdneirfksaotnosrepsihtsignilliwwoH 125.0
These items involve appeals to friendship (70, 68, 95), socializing (56, 10, 11), and alliancebuilding (8).
-
17
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
SIE Questions with Ten Highest Negative Loadings on Study A Rotated Factor III
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
III
92 2FNuoytroppuslliwehs/ehsyas;yllaert'nseodtubuoyhtiweergaotsraeppA
tnelissirootsliafretaldna211.0-
13 4FNdoogaekamotdeensrehtotahtnoitamrofnisdlohhtiwyllanoitnetnI
yletaruccasnoitpoehtetaulaveotronoisiced311.0-
51 51FPylticilpxetuohtiwstnawehsroehtahwsrehtognillet,tcerid&evitressasI
.noissucsidgnitivni121.0-
53 8FNodt'noduoyfidegatnavdasidrodemraheblliwuoytahtseilpmirosetatS
stnawehs/ehtahw521.0-
2 2FP,motsuc,erudecorp,ycilophtiwtnetsisnocerastseuqertahtsetacidnI
seulavdetpeccayllarenegronoitidart921.0-
1 1FPayfitsujotnoitazinagronanielorrehrosihnitnerehniytirohtuaehtsesU
.lasoporprotseuqer141.0-
14 41FN .ylcilbupelpoepselttileb;melborpehtnahtrehtarnosrepehtskcattA 541.0-
83 11FN .yllautcelletniseillub;noitisopnworehrosihrofyllufecrofootseugrA 412.0-
63 9FN sgnileef'srehtootevitisnesniroevisarba,gniraebrevo,duolsI 512.0-
03 3FNs'nosreprehtoehtegdelwonkcaotgnilliwnusi;srehtootnetsiltonseoD
.weivfotniop772.0-
These questions deal with insensitivity (30) and bullying (38, 36, 41).
This factor, which is similar to its Study B counterpart, is not a true bipolar, for it does not haveany negative salients. Nevertheless, it opposes kinder, gentler approaches to insensitivity andbullying. It correlates moderately (0.359) with question 86, and moderately well (0.544) with Totalscore. It combines Tactics, especially friendship and socializing; Personal power sources,especially friendliness; and Skills, especially interpersonal ones. Thus it contains threecompetency clusters of the TOPS model. It is tapped by questions having to do with friendlinessand socializing versus insensitivity.
-
18
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
VI64 5A uoygnihcaorppaerofebsretroppusfoecnaillanadliuB 826.072 72FP flahebreh/sihnotcaotsretroppuslaitneulfnisteG 606.0
62 62FPotstnawehsroehnosrepehtgnihcaorppaerofebtroppus'srehtosteG
.gniteemehtotstroppusesohtgnirbyamdnaecneulfni6.0
52 52FP .ylcilbuptroppustahtsserpxeotlasoporpreh/sihtroppusohwsrehtosksA 975.0
74 6A,serudecorp,swalsahcus,ytirohtuaotgnilaeppaybtseuqeraezimitigeL
noitidartroseulav,smotsuc475.0
3 3FPtroppusohwstrepxerosevitucexesahcus,seitirohtuadezingocersetiC
noiniporotseuqerreh/sih455.0
32 32FPstifenebtahtgnihtemosgnirefforogniodybnoitarepoocrofsniagraB
.tseuqerreh/sihtnargyehtfisrehto835.0
15 01ArotroppusruoyrofegnahcxenieulavdluowuoygnihtemosreffO
.noituloslaicifenebyllautumakeesesiwrehto035.0
84 7A srovafrofsdneirfksA 084.0
2 2FP,motsuc,erudecorp,ycilophtiwtnetsisnocerastseuqertahtsetacidnI
seulavdetpeccayllarenegronoitidart844.0
7 7FPruoynosdnepedehsroehtahtdnatnatropmisitseuqerehttahtsetatS
troppus334.0
1 1FPayfitsujotnoitazinagronanielorrehrosihnitnerehniytirohtuaehtsesU
.lasoporprotseuqer034.0
6 6FP ecnatsissaroplehrofsdneirfderedisnoceraohwelpoepsksA 714.0
54 4AtahwtuobacitsaisuhtnednalanoitaripsniebdnaseulavruoyotlaeppA
stnawehs/eh193.0
94 8AnacuoytahtlasoporpevitaroballocamrofnehtdnasaediruoyticiloS
troppusoteerga583.0
8 8FPelbatrofmocsidna,sdneirfrofsrovafseod,spihsnoitalerlaigellocsniatniaM
srovafrofsdneirfgniksa853.0
77 2SS srovafrofsdneirfksaotnosrepsihtsignilliwwoH 253.0
44 3A stnawehsroehtahwyltceridetatsot-tnetsisrep&evitressaeB 743.0
34 2AruoynehtgnertsdnatroppardliubotuoyhtiwezilaicosdnayldneirfeB
pihsnoitaler133.0
EISLATOT
423.0
Factor IV: Alliance-Building and Legitimizing
Factor IV accounts for about 5.6 percent of the variance. It is very similar to the correspondingfactor in the Study B data base.
Questions with Loadings > .3 on Rotated Study A Factor IV
Factor IV correlates moderately well (.324) with SIE Total score. There are no questions withnegative loadings
-
19
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Factor V: Organizational Power
Factor V accounts for about 5.6 percent of the variance. The questions with the highest loading onFactor V have to do with the organizational power base. This factor provides strong support forthe validity of the organizational power base construct.
Questions with Loadings > .3 on Rotated Study A Factor V
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
V
88 2SP,sbojriehtodotdeensrehtotahtsecruosertnatropmislortnocnosrepsihT
.ecapsdnaelpoep,sloot,erawtfos,tnempiuqe,tegdubsahcus395.0
78 1SP
lanoitazinagroesicrexeotreh/ihselbanenoitisoproelors'nosrepehTehs/eh;wolfkrowdnastnemngissagnidragersnoisicedekamdnaytirohtua
srehtotahtserudecorprosnoitaluger,selurecrofnednaekamotelbasi.wolloftsum
395.0
98 3SPdnadeensrehtotahtnoitamrofnilanoitazinagrootsseccasahnosrepsihT
ecruosernoitamrofninaebotreh/mihredisnocelpoep;eulav875.0
09 4SP;ylhgihdedragersidnanoitazinagroreh/sihninwonkllewsinosrepsihT
doogasahdnastnemhsilpmoccareh/sihrofnwonksinosrepsiht.sgrotneilcnirogroehtedisninoitatuper
105.0
19 5SPelpoeP.esitrepxednaegdelwonkrehrosihrofnwonksinosrepsihT
ecnatsissarosnoitadnemmocer,.ecivdatrepxerofreh/mihotemoc994.0
22 22FPasarehromiheessrehtoesuacebtirofgniksatuohtiwtroppussniatbO
ytirohtuafodnikrehtorotrepxedezingocer354.0
39 7SPedistuodnaedisnistcatnocforebmundaorbaevahotsmeesnosrepsihT;emitthgirehttasecruoserdnaelpoepthgirehtotsseccasahdnagroeht
.elpoeptnacifingisforebmunaswonkehs/eh814.0
68 1ETepytreh/sihnielorronoitisopralimisanisrehtootderapmocdna,llarevO
?nosrepsihtredisnocuoyodlaitneulfniwoh,noitazinagrofo893.0
25 1S .dednahyvaehroevitatirohtuaebotgniraeppatuohtiwytirohtuagnisU 783.0
76 61S esuacnommocanitcaotrehtegotelpoepgnignirB 073.0
12 12FP .sgnihtodotwohsrehtoswohsdnarotnemrohcaocasastcA 163.0
35 2S .elpoepgnomasusnesnocgnidliuB 163.0
36 21Snieesotstnawehs/ehroivahebgniledomdnaelpmaxedoogagnitteS
srehto453.0
96 81Sodotwohsrehtognihcaetdnadaelehtgnikat;yawehtsrehtogniwohS
sgniht733.0
57 42S srehtognomarohtiwstnemeergasiddnastcilfnocgnivloseR 433.0
EISLATOT
333.0
08 5SStnetxetahwot?elpoeprehtootnievahnosrepsihtseodthgisnihcumwoH
.eulavsrehtotahwfoerawameesehs/ehseod423.0
-
20
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Study B SIE Correlation Matrix
We analyzed responses to SIE questionnaires from 1688 participants and about 10,720 Others(Clients, Supervisors, Colleagues, and Others). This factor analysis was based on the 97 X 96matrix showing correlations between average others’ responses to each item and every other item,plus a total effectiveness variable defined as the sum of all positive tactic frequency (PF) andappropriateness (A), and Skills (S) and Effectiveness (SS) responses minus responses to thenegative influence tactic frequency (NF) questions, all divided by the number of questionsanswered.
Study B Overall and Total Correlations
noitseuQrebmuN
noitseuQataDdleiF
llarevO)68Q(
EISlatoT
68elorronoitisopralimisanisrehtootderapmocdna,llarevO
uoyodlaitneulfniwoh,noitazinagrofoepytreh/sihni?nosrepsihtredisnoc
1ET 1 356.0
16 tsurtdnatroppargnidliuB 01S 734.0 36.0
58ehs/ehseodtnetxetahwot?nosrepsihtsievitroppuswoH
?srehtoegaruocne01SS 634.0 116.0
76 esuacnommocanitcaotrehtegotelpoepgnignirB 61S 844.0 906.0
96srehtognihcaetdnadaelehtgnikat;yawehtsrehtogniwohS
sgnihtodotwoh81S 505.0 195.0
35 .elpoepgnomasusnesnocgnidliuB 2S 744.0 195.0
29
ylraelcetacinummocnacdnaevisserpxeyrevsinosrepsihTdoog&rekaepsgnigagnenasiehs/eh;ylgnicnivnocdna
gnillepmoc,gnortstneserpnacnosrepsihT.renetsil.weivfotniopreh/sihrofstnemugra
6SP 155.0 95.0
36stnawehs/ehroivahebgniledomdnaelpmaxedoogagnitteS
srehtonieesot21S 514.0 575.0
59sekamehs/eh;ekilotmeeselpoepseitilauqsahnosrepsiht
.elbahcaorppadnaneposinosrepsihT.ylisaesdneirf9SP 753.0 75.0
28nidetseretniyleniunegmeesnosrepsihtseodtnetxetahwoT
?elpoeprehto7SS 623.0 75.0
08?elpoeprehtootnievahnosrepsihtseodthgisnihcumwoh
.eulavsrehtotahwfoerawameesehs/ehseodtnetxetahwot5SS 304.0 165.0
86 srehtohtiwspihsdneirfesolcgnidliuB 71S 623.0 655.0
47 msaisuhtnednaygrenegniyevnoC 32S 54.0 555.057 srehtognomarohtiwstnemeergasiddnastcilfnocgnivloseR 42S 583.0 735.0
91rehrosihwohswohsdnaeulavsrehtotahwsdnatsrednU
.seulavesohttcelferslasoporp91FP 923.0 535.0
12odotwohsrehtoswohsdnarotnemrohcaocasastcA
.sgniht12FP 973.0 135.0
65 .elpoephtiwyllaicosgniklat-yllanoitasrevnocgnikaepS 5S 353.0 625.046 saedis'elpoepgnisudnarofgniksA 31S 613.0 225.0
71dnagniodsiehsroehtahwtuobadeticxeelpoeptegotseirT
.noitazinagroehtromehtotsititnatropmiwohmehtswohs71FP 253.0 915.0
-
21
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
noitseuQrebmuN
noitseuQataDdleiF
llarevO)68Q(
EISlatoT
25yvaehroevitatirohtuaebotgniraeppatuohtiwytirohtuagnisU
.dednah1S 844.0 815.0
31evitaroballocsdliubdnagnivlosmelborpnisrehtosegagnE
.troppusnacyehtsnoitulos31FP 713.0 615.0
95 stnemugralarognillepmocgnikaM 8S 74.0 905.0
22miheessrehtoesuacebtirofgniksatuohtiwtroppussniatbO
ytirohtuafodnikrehtorotrepxedezingocerasarehro22FP 44.0 405.0
07 sregnartshtiwelbaicosdnayldneirfgnieB 91S 392.0 894.0
06 tnemeergarotroppusrofgnitaitogenrogniniagraB 9S 163.0 694.0
02morfeesotstnawehs/ehsroivahebfosdnikehtsledoM
srehto02FP 123.0 884.0
17 snoitulosrosevitanretlaevitaercgnidniF 02S 124.0 684.0
09
sidnanoitazinagroreh/sihninwonkllewsinosrepsihTreh/sihrofnwonksinosrepsiht;ylhgihdedrager
rogroehtedisninoitatuperdoogasahdnastnemhsilpmocca.sgrotneilcni
4SP 384.0 484.0
9dnallewwonkt'nseodehs/ehelpoephtiwgnimochtrofsIgnihtemosrofgniksaerofebmehthtiwtropparsehsilbatse
9FP 872.0 184.0
48 ?srehtorofsrovafodotehs/ehsignilliwwoH 9SS 552.0 974.0
21&tcejbusanosaediriehtrofelpoeprehtosksA
.lasoporpronalptneuqesbusehtotnisaediriehtsetaroprocni21FP 462.0 274.0
37 esleenoemosecneulfnireh/mihplehotelpoepgnicnivnoC 22S 333.0 964.0
49tsenohreh/mihredisnocnosrepsihthtiwkrowohwesohT
lanosrepfosdradnatshgihsahehs/eh;yhtrowtsurtdnareh/mihtsurtnacelpoepdnatcudnoc
8SP 592.0 664.0
45neddihroseitixelpmoclaevertahtsnoitseuqgniksa-gniborP
sadnega3S 204.0 364.0
85 gninetsiL 7S 62.0 264.0
39
edisnistcatnocforebmundaorbaevahotsmeesnosrepsihTdnaelpoepthgirehtotsseccasahdnagroehtedistuodna
forebmunaswonkehs/eh;emitthgirehttasecruoser.elpoeptnacifingis
7SP 883.0 554.0
01 gniogtuodnayldneirfgniebybnoitarepoocniagotseirT 01FP 822.0 54.087 sgnileef'srehtootnosrepsihtsievitisneswoH 3SS 91.0 744.0
81ybyllausu,noitisopreh/sihottnemtimmocgnortsswohS
.noitcivnochtiwdnayletanoissaptignibircsed81FP 803.0 334.0
66 noitcivnochtiwdnayletanoissapnoitisopagnitatS 51S 573.0 624.038 ?ebotmeesnosrepsihtseodtnedifnoc-fleswoH 8SS 705.0 324.0
19.esitrepxednaegdelwonkrehrosihrofnwonksinosrepsihT
snoitadnemmocer,.ecivdatrepxerofreh/mihotemocelpoePecnatsissaro
5SP 93.0 124.0
11tuobagniklatybrehromihhtiwelbatrofmocsrehtosekaM
ssenisubotnwodgnittegerofebseussilanosrep11FP 502.0 814.0
8dna,sdneirfrofsrovafseod,spihsnoitalerlaigellocsniatniaM
srovafrofsdneirfgniksaelbatrofmocsi8FP 281.0 614.0
69 .elbatciderpdnaelbadneped,tnetsisnocsinosrepsihT 01SP 42.0 214.0
55mehtgnitroppusdnayllacigolstseuqerrosaedignitneserP
.ecnediverostcafhtiw4S 4.0 114.0
-
22
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
noitseuQrebmuN
noitseuQataDdleiF
llarevO)68Q(
EISlatoT
27 .gninosaerlacigolgnisU 12S 553.0 73.0
56serutseggnortsgnisu;noitatisehtuohtiwdnayldlobgnikaepS
tniopaekamot41S 53.0 463.0
75 yllausivatadgniyalpsiddnagnizylanA 6S 613.0 153.0
4sistiyhwswohsdnagnihtemosstnawehs/ehyhwsnialpxE
noitcafoesruocroeciohclacigoltsomeht4FP 962.0 943.0
42aswohstubnoitarepoocrofetaitogenylticilpxetonseoD
roevitanretlanadnifotredroniekatdnaevigotssengnilliw.enoyrevestifenebtahtnoitulos
42FP 931.0 843.0
26htiwgnikaeps,elpmaxerof-syawevitatirohtuanignivaheB
ylevitatirohtuagnisserdroytirohtua11S 533.0 743.0
41 .ecnarussa-flesdnaecnedifnochtiwnoitisopasetatS 41FP 573.0 633.0
54citsaisuhtnednalanoitaripsniebdnaseulavruoyotlaeppA
stnawehs/ehtahwtuoba4A 141.0 723.0
97ehsroehsitnetxetahwoT:nosrepsihtsievitressawoH
stnawehs/ehtahwtuobatceridebotgnilliw4SS 63.0 213.0
5 atadrehtorostrahc,ecnedive,stcafhtiwstseuqerstroppuS 5FP 512.0 603.0
34dnatroppardliubotuoyhtiwezilaicosdnayldneirfeB
pihsnoitalerruoynehtgnerts2A 911.0 403.0
98tahtnoitamrofnilanoitazinagrootsseccasahnosrepsihTnaebotreh/mihredisnocelpoep;eulavdnadeensrehto
ecruosernoitamrofni3SP 491.0 303.0
18 ?nosrepsihtsitnetsisrepwoH 6SS 703.0 692.0
6roplehrofsdneirfderedisnoceraohwelpoepsksA
ecnatsissa6FP 401.0 592.0
05otsrehtoekildluowehs/ehwohledomdnaelpmaxeehtteS
dnopserroevaheb9A 421.0 92.0
77 srovafrofsdneirfksaotnosrepsihtsignilliwwoh 2SS 311.0 682.0
7ehsroehtahtdnatnatropmisitseuqerehttahtsetatS
troppusruoynosdneped7FP 1.0 372.0
94tahtlasoporpevitaroballocamrofnehtdnasaediruoyticiloS
troppusoteerganacuoy8A 980.0 52.0
62roehnosrepehtgnihcaorppaerofebtroppus'srehtosteGehtotstroppusesohtgnirbyamdnaecneulfniotstnawehs
.gniteem62FP 790.0 942.0
15ruoyrofegnahcxenieulavdluowuoygnihtemosreffO
.noituloslaicifenebyllautumakeesesiwrehtorotroppus01A 450.0 332.0
44ehsroehtahwyltceridetatsot-tnetsisrep&evitressaeB
stnaw3A 801.0 922.0
72 flahebreh/sihnotcaotsretroppuslaitneulfnisteG 72FP 401.0 322.0
78
esicrexeotreh/ihselbanenoitisoproelors'nosrepehTgnidragersnoisicedekamdnaytirohtualanoitazinagro
dnaekamotelbasiehs/eh;wolfkrowdnastnemngissatsumsrehtotahtserudecorprosnoitaluger,selurecrofne
.wollof
1SP 471.0 222.0
64 uoygnihcaorppaerofebsretroppusfoecnaillanadliuB 5A 340.0 602.0
32tahtgnihtemosgnirefforogniodybnoitarepoocrofsniagraB
.tseuqerreh/sihtnargyehtfisrehtostifeneb32FP 840.0 791.0
-
23
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
noitseuQrebmuN
noitseuQataDdleiF
llarevO)68Q(
EISlatoT
52tahtsserpxeotlasoporpreh/sihtroppusohwsrehtosksA
.ylcilbuptroppus52FP 50.0 591.0
74,swalsahcus,ytirohtuaotgnilaeppaybtseuqeraezimitigeL
noitidartroseulav,smotsuc,serudecorp6A 930.0 181.0
84 srovafrofsdneirfksA 7A 10.0 181.0
61roecnatsiserdeunitnochtiwdecafnehwneve,tnetsisrepsI
noitisoppo61FP 941.0 71.0
24 weivfotniopreh/sihtpeccaotuoyedausrepotcigolesU 1A 180.0 761.0
88otdeensrehtotahtsecruosertnatropmislortnocnosrepsihT
,sloot,erawtfos,tnempiuqe,tegdubsahcus,sbojriehtod.ecapsdnaelpoep
2SP 590.0 561.0
67 ytirohtuatcepsernosrepsihtseodhcumwoH 1SS 410.0- 31.0
2,erudecorp,ycilophtiwtnetsisnocerastseuqertahtsetacidnI
seulavdetpeccayllarenegronoitidart,motsuc2FP 410.0- 190.0
51stnawehsroehtahwsrehtognillet,tcerid&evitressasI
.noissucsidgnitivniylticilpxetuohtiw51FP 421.0 570.0
3strepxerosevitucexesahcus,seitirohtuadezingocersetiC
noiniporotseuqerreh/sihtroppusohw3FP 130.0- 960.0
1nanielorrehrosihnitnerehniytirohtuaehtsesU
.lasoporprotseuqerayfitsujotnoitazinagro1FP 700.0- 220.0
43;gnihtemosodotuoytegotredroniesiarperecnisnisreffO
yawreh/sihtegotecivedasayrettalfsesu7FN 770.0- 271.0-
73 yllacisyhplufecrofylevissecxesI 01FN 350.0- 771.0-
53fidegatnavdasidrodemraheblliwuoytahtseilpmirosetatS
stnawehs/ehtahwodt'noduoy8FN 580.0- 112.0-
33 eslafsitahtgnihtemoseveilebotelpoepsdaeL 6FN 690.0- 132.0-
83seillub;noitisopnworehrosihrofyllufecrofootseugrA
.yllautcelletni11FN 140.0- 732.0-
93s'enoemoseziminimotromuhronoisnecsednocsesU
snoitubirtnoc21FN 260.0- 932.0-
82ro,gnitanitsarcorp,gniyaledybsnoisicedrostnevesecneulfnI
.tcadluohsehs/ehnehwtcaotgniliaf1FN 402.0- 642.0-
13aekamotdeensrehtotahtnoitamrofnisdlohhtiwyllanoitnetnI
yletaruccasnoitpoehtetaulaveotronoisiceddoog4FN 601.0- 452.0-
23 snoitnetnilaerreh/sihsesiugsiD 5FN 790.0- 852.0-
14elpoepselttileb;melborpehtnahtrehtarnosrepehtskcattA
.ylcilbup41FN 801.0- 262.0-
04 srehtonoflesrehroflesmihsesopmI 31FN 880.0- 962.0-63 sgnileef'srehtootevitisnesniroevisarba,gniraebrevo,duolsI 9FN 790.0- 472.0-
92lliwehs/ehsyas;yllaert'nseodtubuoyhtiweergaotsraeppA
tnelissirootsliafretaldnauoytroppus2FN 932.0- 743.0-
03ehtegdelwonkcaotgnilliwnusi;srehtootnetsiltonseoD
.weivfotniops'nosreprehto3FN 602.0- 883.0-
latoTEIS 356.0 1
-
24
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Most items are highly reliable in the sense that the correlate well with SIE Total score: 23 havecorrelations > .500, 58 have correlations >.300, and all negative tactic frequencies have negativecorrelations, but only 2 of them .500, 66 have correlations >.300, and all negative tactic frequencies have negativecorrelations, 11 of them
-
25
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Study B SIE Principal Factor Analysis with Varimax Rotation
Factor I: Friendship and Socializing
Factor I is the strongest factor emerging from the analysis with Varimax rotation. It accounts for 11percent of the variance in Others’ item ratings. Tables below show loadings (correlations) of thequestions that are most central to Factor I.
Salients on Rotated Study B Factor I
Question 86 (overall effectiveness) correlates moderately well (0.361) with this factor, while Totalscore correlates moderately highly (0.600). These highest-loading questions deal with the social-izing (56, 70) and friendship (68, 8) skills, effectiveness (82), power sources (95), and tactics (10,11).
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
I86 71S srehtohtiwspihsdneirfesolcgnidliuB 217.065 5S .elpoephtiwyllaicosgniklat-yllanoitasrevnocgnikaepS 217.007 91S sregnartshtiwelbaicosdnayldneirfgnieB 507.0
59 9SP.ylisaesdneirfsekamehs/eh;ekilotmeeselpoepseitilauqsahnosrepsihT
.elbahcaorppadnaneposinosrepsihT976.0
01 01FP gniogtuodnayldneirfgniebybnoitarepoocniagotseirT 876.0
11 11FPseussilanosreptuobagniklatybrehromihhtiwelbatrofmocsrehtosekaM
ssenisubotnwodgnittegerofeb176.0
9 9FPsehsilbatsednallewwonkt'nseodehs/ehelpoephtiwgnimochtrofsI
gnihtemosrofgniksaerofebmehthtiwtroppar666.0
8 8FPelbatrofmocsidna,sdneirfrofsrovafseod,spihsnoitalerlaigellocsniatniaM
srovafrofsdneirfgniksa816.0
28 7SS ?elpoeprehtonidetseretniyleniunegmeesnosrepsihtseodtnetxetahwoT 216.0
16 01S tsurtdnatroppargnidliuB 106.0
latoTEIS 006.0
87 3SS sgnileef'srehtootnosrepsihtsievitisneswoH 265.0
77 2SS srovafrofsdneirfksaotnosrepsihtsignilliwwoH 245.0
76 61S esuacnommocanitcaotrehtegotelpoepgnignirB 835.0
08 5SStnetxetahwot?elpoeprehtootnievahnosrepsihtseodthgisnihcumwoH
.eulavsrehtotahwfoerawameesehs/ehseod725.0
6 6FP ecnatsissaroplehrofsdneirfderedisnoceraohwelpoepsksA 615.0
35 2S .elpoepgnomasusnesnocgnidliuB 805.0
58 01SSegaruocneehs/ehseodtnetxetahwot?nosrepsihtsievitroppuswoH
?srehto305.0
-
26
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Questions with Ten Highest Negative Loadings on Rotated Study B Factor I
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
I04 31FN srehtonoflesrehroflesmihsesopmI 211.0-
2 2FP,motsuc,erudecorp,ycilophtiwtnetsisnocerastseuqertahtsetacidnI
seulavdetpeccayllarenegronoitidart411.0-
55 4SrostcafhtiwmehtgnitroppusdnayllacigolstseuqerrosaedignitneserP
.ecnedive711.0-
1 1FPayfitsujotnoitazinagronanielorrehrosihnitnerehniytirohtuaehtsesU
.lasoporprotseuqer831.0-
61 61FP noitisopporoecnatsiserdeunitnochtiwdecafnehwneve,tnetsisrepsI 251.0-
63 9FN sgnileef'srehtootevitisnesniroevisarba,gniraebrevo,duolsI 651.0-
27 12S .gninosaerlacigolgnisU 471.0-
51 51FPylticilpxetuohtiwstnawehsroehtahwsrehtognillet,tcerid&evitressasI
.noissucsidgnitivni671.0-
83 11FN .yllautcelletniseillub;noitisopnworehrosihrofyllufecrofootseugrA 481.0-
03 3FNs'nosreprehtoehtegdelwonkcaotgnilliwnusi;srehtootnetsiltonseoD
.weivfotniop132.0-
The only questions with even small negative loadings ( about .2) on this factor deal with negativeinfluence tactics, especially those involving insensitivity (30) and intimidating (38) Several otherquestions in the table above are similar, but all these loadings are too small to mean much.
The highest-loading questions deal with socializing and friendship Tactics, Personal Powersources, Skills, and effectiveness. Thus it contains the same three of the four TOPS competenciesseen in the Study A Factor Analysis. Factor I (which accounts for 11 percent of the variance inOthers’ responses) is quite different from the Study A Rotated Factor I, but is very similar to StudyA Factor III. It corresponds to the well-established Agreeableness construct in the Big FivePersonality model, to Holland’s Social orientation, and to a lesser extent, to Concern for People onthe Blake and Mouton Managerial Grid.These facts provide strong support for the validity of a friendliness-sociability-sensitivityconstruct that cuts across tactic frequencies, skills, effectiveness and power sources.
-
27
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Factor II: Passionate Expertise: Confidence, Assertiveness, Communication and Expertise
Factor II is the second strongest factor emerging from the analysis with Varimax rotation. Itaccounts for 10.8 percent of the variance in Others’ responses. Tables below show loadings of thequestions that are most central to Factor II.
Salients on Rotated Study B Factor II
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
II41 41FP .ecnarussa-flesdnaecnedifnochtiwnoitisopasetatS 186.0
97 4SSebotgnilliwehsroehsitnetxetahwoT:nosrepsihtsievitressawoH
stnawehs/ehtahwtuobatcerid266.0
38 8SS ?ebotmeesnosrepsihtseodtnedifnoc-fleswoH 556.0
68 1ETepytreh/sihnielorronoitisopralimisanisrehtootderapmocdna,llarevO
?nosrepsihtredisnocuoyodlaitneulfniwoh,noitazinagrofo846.0
29 6SPdnaylraelcetacinummocnacdnaevisserpxeyrevsinosrepsihT
nosrepsihT.renetsildoog&rekaepsgnigagnenasiehs/eh;ylgnicnivnoc.weivfotniopreh/sihrofstnemugragnillepmoc,gnortstneserpnac
236.0
95 8S stnemugralarognillepmocgnikaM 916.0
56 41Saekamotserutseggnortsgnisu;noitatisehtuohtiwdnayldlobgnikaepS
tniop706.0
66 51S noitcivnochtiwdnayletanoissapnoitisopagnitatS 206.0
55 4SrostcafhtiwmehtgnitroppusdnayllacigolstseuqerrosaedignitneserP
.ecnedive206.0
latoTEIS 795.0
27 12S .gninosaerlacigolgnisU 785.0
18 6SS ?nosrepsihtsitnetsisrepwoH 285.0
26 11Sroytirohtuahtiwgnikaeps,elpmaxerof-syawevitatirohtuanignivaheB
ylevitatirohtuagnisserd65.0
09 4SP;ylhgihdedragersidnanoitazinagroreh/sihninwonkllewsinosrepsihT
doogasahdnastnemhsilpmoccareh/sihrofnwonksinosrepsiht.sgrotneilcnirogroehtedisninoitatuper
745.0
96 81Sodotwohsrehtognihcaetdnadaelehtgnikat;yawehtsrehtogniwohS
sgniht535.0
19 5SPelpoeP.esitrepxednaegdelwonkrehrosihrofnwonksinosrepsihT
ecnatsissarosnoitadnemmocer,.ecivdatrepxerofreh/mihotemoc625.0
17 02S snoitulosrosevitanretlaevitaercgnidniF 715.0
47 32S msaisuhtnednaygrenegniyevnoC 615.0
22 22FPasarehromiheessrehtoesuacebtirofgniksatuohtiwtroppussniatbO
ytirohtuafodnikrehtorotrepxedezingocer305.0
-
28
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
This factor correlates well (0.648) with Question 86, and with Total score (0.597). These ques-tions deal with confidence (14, 83), assertiveness (79, 66, 65), and communication skills (59, 92).
Lower salients deal with using logic (55, 72), persistence (81), and perceived expertise (90, 22,91).
Questions with Six Highest Negative Loadings on Rotated Study BFactor II
These questions deal with manipulative tactics (29, 28) and willingness to get help from friends
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
II77 2SS ?srovafrofsdneirfksaotnosrepsihtsignilliwwoH 101.0-87 3SS ?sgnileef'srehtootnosrepsihtsievitisneswoH 521.0-6 6FP ecnatsissaroplehrofsdneirfderedisnoceraohwelpoepsksA 331.0-84 7A srovafrofsdneirfksA 331.0-
82 1FNtcaotgniliafro,gnitanitsarcorp,gniyaledybsnoisicedrostnevesecneulfnI
.tcadluohsehs/ehnehw262.0-
92 2FNuoytroppuslliwehs/ehsyas;yllaert'nseodtubuoyhtiweergaotsraeppA
tnelissirootsliafretaldna262.0-
(48, 6, 77). This factor is almost unipolar (negative loads are few and loading), so these questionsadd little to the factor.
Factor II combines (in order of importance) confidence, assertiveness, and communication usinglogic, persistence, and perceived expertise. Its positive pole is very similar to that of its counter-part in the Study A Varimax solution, but emphasizes persistence less. Factor II combines Tactics,Organizational and Personal power sources, Skills, and effectiveness. Thus it contains all of thefour TOPS competency clusters.
-
29
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
III85 7S gninetsiL 365.0
49 8SP;yhtrowtsurtdnatsenohreh/mihredisnocnosrepsihthtiwkrowohwesohTreh/mihtsurtnacelpoepdnatcudnoclanosrepfosdradnatshgihsahehs/eh
945.0
69 01SP .elbatciderpdnaelbadneped,tnetsisnocsinosrepsiht 5.087 3SS sgnileef'srehtootnosrepsihtsievitisneswoH 964.0
36 21Snieesotstnawehs/ehroivahebgniledomdnaelpmaxedoogagnitteS
srehto824.0
31 31FPyehtsnoitulosevitaroballocsdliubdnagnivlosmelborpnisrehtosegagnE
.troppusnac824.0
46 31S saedis'elpoepgnisudnarofgniksA 604.0
EISLATOT
404.0
21 21FPsaediriehtsetaroprocni&tcejbusanosaediriehtrofelpoeprehtosksA
.lasoporpronalptneuqesbusehtotni404.0
35 2S .elpoepgnomasusnesnocgnidliuB 393.0
58 01SSegaruocneehs/ehseodtnetxetahwot?nosrepsihtsievitroppuswoH
?srehto193.0
16 01S tsurtdnatroppargnidliuB 173.0
28 7SS ?elpoeprehtonidetseretniyleniunegmeesnosrepsihtseodtnetxetahwoT 663.0
02 02FP srehtomorfeesotstnawehs/ehsroivahebfosdnikehtsledoM 743.0
08 5SStnetxetahwot?elpoeprehtootnievahnosrepsihtseodthgisnihcumwoH
.eulavsrehtotahwfoerawameesehs/ehseod643.0
57 42S srehtognomarohtiwstnemeergasiddnastcilfnocgnivloseR 633.0
5 5FP atadrehtorostrahc,ecnedive,stcafhtiwstseuqerstroppuS 133.0
12 12FP .sgnihtodotwohsrehtoswohsdnarotnemrohcaocasastcA 023.0
4 4FPlacigoltsomehtsistiyhwswohsdnagnihtemosstnawehs/ehyhwsnialpxE
noitcafoesruocroeciohc113.0
27 12S .gninosaerlacigolgnisU 103.0
Factor III: Collaborating versus Insensitivity
Factor III is the third strongest factor emerging from the analysis with Varimax rotation. It ac-counts for 9.7 percent of the variance in Others’ item ratings. Tables below show loadings of thequestions that are most central to Factor III.
Questions with Loadings > .3 on Rotated Study B Factor III
It correlates only slightly (0.170) with question 86, but moderately well (0.404) with Total score.
-
30
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Questions with Highest Negative Loadings on Rotated Study B Factor III
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
III
82 1FNtcaotgniliafro,gnitanitsarcorp,gniyaledybsnoisicedrostnevesecneulfnI
.tcadluohsehs/ehnehw783.0-
51 51FPylticilpxetuohtiwstnawehsroehtahwsrehtognillet,tcerid&evitressasI
.noissucsidgnitivni504.0-
73 01FN yllacisyhplufecrofylevissecxesI 174.0-
92 2FNuoytroppuslliwehs/ehsyas;yllaert'nseodtubuoyhtiweergaotsraeppA
tnelissirootsliafretaldna174.0-
53 8FNodt'noduoyfidegatnavdasidrodemraheblliwuoytahtseilpmirosetatS
stnawehs/ehtahw974.0-
23 5FN snoitnetnilaerreh/sihsesiugsiD 984.0-
43 7FNsayrettalfsesu;gnihtemosodotuoytegotredroniesiarperecnisnisreffO
yawreh/sihtegoteciveda605.0-
33 6FN eslafsitahtgnihtemoseveilebotelpoepsdaeL 605.0-
13 4FNdoogaekamotdeensrehtotahtnoitamrofnisdlohhtiwyllanoitnetnI
yletaruccasnoitpoehtetaulaveotronoisiced225.0-
14 41FN .ylcilbupelpoepselttileb;melborpehtnahtrehtarnosrepehtskcattA 385.0-
93 21FN snoitubirtnocs'enoemoseziminimotromuhronoisnecsednocsesU 685.0-
83 11FN .yllautcelletniseillub;noitisopnworehrosihrofyllufecrofootseugrA 746.0-
04 31FN srehtonoflesrehroflesmihsesopmI 856.0-
03 3FNs'nosreprehtoehtegdelwonkcaotgnilliwnusi;srehtootnetsiltonseoD
.weivfotniop966.0-
6 9FN sgnileef'srehtootevitisnesniroevisarba,gniraebrevo,duolsI 096.0-
These questions deal with insensitivity (6, 30, 39) and bullying (40, 38, 41). It also includesavoiding manipulation (31,33, 34, 32). The highest-loading questions deal with socializing andconsultation Tactics, Personal power sources, and Skills. Thus it contains the same three of thefour TOPS competencies. Like its counterpart in the Study A Varimax solution, this factor opposescollaboration to kinder, gentler approaches to insensitivity and bullying, but emphasizes listening,sensitivity, and other collaborative skills more than friendliness. It correlates only slightly (0.17)with question 86, and moderately well (0.404) with Total score. Relative to other factors this onehas many high negative correlations and unlike the others, is a true “bipolar” factor. All 14negative tactics have at least moderate negative correlations with this factor. Therefore, like thehighly similar rotated Study A Factor I, it provides strong support for the reality of thenegative tactic construct.
-
31
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
Factor IV. Alliance-Building and Legitimizing
Factor IV accounts for only about 4.4 percent of the variance. It correlates only .04 with Question86 (overall effectiveness), and only 0.233 with SIE Total score. Salients include Tactics and PowerSources.
The questions with the highest loading on Factor IV combine the alliance building and legitimizingtactics. It is very similar to Rotated Study As Factor IV. This result suggests that these two tactics,though conceptually separable, may in fact be used hand in hand. This factor has no negativeloadings < -.132.
Questions with Loadings > .3 on Rotated Study B Factor IV
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
VI72 72FP flahebreh/sihnotcaotsretroppuslaitneulfnisteG 415.0
62 62FPotstnawehsroehnosrepehtgnihcaorppaerofebtroppus'srehtosteG
.gniteemehtotstroppusesohtgnirbyamdnaecneulfni305.0
74 6A,serudecorp,swalsahcus,ytirohtuaotgnilaeppaybtseuqeraezimitigeL
noitidartroseulav,smotsuc894.0
2 2FP,motsuc,erudecorp,ycilophtiwtnetsisnocerastseuqertahtsetacidnI
seulavdetpeccayllarenegronoitidart674.0
3 3FPtroppusohwstrepxerosevitucexesahcus,seitirohtuadezingocersetiC
noiniporotseuqerreh/sih374.0
52 52FP .ylcilbuptroppustahtsserpxeotlasoporpreh/sihtroppusohwsrehtosksA 964.0
64 5A uoygnihcaorppaerofebsretroppusfoecnaillanasdliuB 534.0
32 32FPstifenebtahtgnihtemosgnirefforogniodybnoitarepoocrofsniagraB
.tseuqerreh/sihtnargyehtfisrehto824.0
88 2SP,sbojriehtodotdeensrehtotahtsecruosertnatropmislortnocnosrepsihT
.ecapsdnaelpoep,sloot,erawtfos,tnempiuqe,tegdubsahcus624.0
1 1FPayfitsujotnoitazinagronanielorrehrosihnitnerehniytirohtuaehtsesU
.lasoporprotseuqer804.0
78 1SP
lanoitazinagroesicrexeotreh/ihselbanenoitisoproelors'nosrepehTsi...;wolfkrowdnastnemngissagnidragersnoisicedekamdnaytirohtua
tsumsrehtotahtserudecorprosnoitaluger,selurecrofnednaekamotelba.wollof
483.0
98 3SPdnadeensrehtotahtnoitamrofnilanoitazinagrootsseccasahnosrepsihT
ecruosernoitamrofninaebotreh/mihredisnocelpoep;eulav963.0
15 01ArotroppusruoyrofegnahcxenieulavdluowuoygnihtemossreffO
.noituloslaicifenebyllautumakeesesiwrehto863.0
67 1SS ?ytirohtuatcepsernosrepsihtseodhcumwoH 323.0
13 4FNdoogaekamotdeensrehtotahtnoitamrofnisdlohhtiwyllanoitnetnI
yletaruccasnoitpoehtetaulaveotronoisiced813.0
23 5FN snoitnetnilaerreh/sihsesiugsiD 503.0
42 42FPotssengnilliwaswohstubnoitarepoocrofetaitogenylticilpxetonseoD
stifenebtahtnoitulosroevitanretlanadnifotredroniekatdnaevig.enoyreve
403.0
-
32
SIE Research Report
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○
noitseuQrebmuN
ataDdleiF
noitseuQsgnidaoLrotcaFno
V
05 9Aroevahebotsrehtoekildluowehs/ehwohledomdnaelpmaxeehtteS
dnopser594.0
54 4AtahwtuobacitsaisuhtnednalanoitaripsniebdnaseulavruoyotlaeppA
stnawehs/eh394.0
34 2AruoynehtgnertsdnatroppardliubotuoyhtiwezilaicosdnayldneirfeB
pihsnoitaler484.0
94 8AnacuoytahtlasoporpevitaroballocamrofnehtdnasaediruoyticiloS
troppusoteerga384.0
24 1A weivfotniopreh/sihtpeccaotuoyedausrepotcigolesU 464.0
84 7A srovafrofsdneirfksA 264.0
44 3A stnawehsroehtahwyltceridetatsot-tnetsisrep&evitressaeB 824.0
15 01ArotroppusruoyrofegnahcxenieulavdluowuoygnihtemosreffO
.noituloslaicifenebyllautumakeesesiwrehto773.0
64 5A uoygnihcaorppaerofebsretroppusfoecnaillanadliuB 413.0
61 61FP noitisopporoecnatsiserdeunitnochtiwdecafnehwneve,tnetsisrepsI 872.0
Factor V: Appropriateness of Influence Tactics
Factor V accounts for only about 3.3 percent of the variance. It correlates only -.056 with Overalleffectiveness and .197 with SIE Total score. The questions with the highest loading on Factor Vhave to do with the appropriateness of a variety of influence tactics. Why so many different tacticsappear here is puzzling. Nevertheless this minor factor provides strong support for the valid-ity of the tactic appropriateness construct.
Questions with Ten Highest Loadings on Rotated Study B Factor V