Abstract
The present research employed a correlational-design laboratory study to examine the initial-interaction component of a developmental model of Graen's leader-member exchange theory of leadership proposed by Dienesch and Liden (1986). The influence of ability, liking, and the three upward-influence tactics of ingratiation, assertiveness, and rationality on the quality of leader-member exchange was examined both from the perspective of group leaders and members. The 188 subjects were assigned to groups of 4 (a leader and 3 members). From the leader's perspective, liking for members and ability of members were the variables most consistently related to quality of leader-member exchange. From the member's perspective, all variables except self-assessed ability were related to quality of leader-member exchange. The differences in perspective between leaders and members are discussed.
Keywords
Perspective (graphical)PsychologySocial psychologyAssertivenessQuality (philosophy)Family memberMathematics
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Publication Info
- Year
- 1990
- Type
- article
- Volume
- 15
- Issue
- 4
- Pages
- 395-413
- Citations
- 180
- Access
- Closed
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Cite This
Terry M. Dockery,
Dirk D. Steiner
(1990).
The Role of the Initial Interaction in Leader-Member Exchange.
Group & Organization Studies
, 15
(4)
, 395-413.
https://doi.org/10.1177/105960119001500405
Identifiers
- DOI
- 10.1177/105960119001500405