ERIC Number: ED261269
Record Type: RIE
Publication Date: 1985-Mar
Reference Count: 0
Testing an Expectancy Model of Influence Use: A Simulated Work Group Experiment.
Expectancy of success refers to an individual's perceived probability of successfully exercising social influence. The leader's expectancy for success consistently emerges from theory and research as an important determinant in the type of influence he attempts to exert on group members. Theoretically, the leader's use of influence will be determined by his expectancy of success, which is shaped by his personal characteristics and the variables of the group situation. To explore this hypothesis, 220 college students were divided into 55 4-person work groups in which one person was randomly designated the leader. The groups performed a task while supervised by the leader. A situational variable within the task was the degree of assembly-line-type routinization each group used in performing its task. Afterwards the leaders supplied information concerning their personal characteristics and their expectations of success, and the workers supplied information concerning the type of influence the leader used. Analysis of variance results indicated that the leader's expectancy of success was not a mediating variable between the leader and the type of influence used or between the situation variables and the type of influence. There were significant relationships found between the leader's work experience and his expectancy for success, and between the leader's expectancy for success and use of specific influence strategies. (DPO)
Publication Type: Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Meeting of the Eastern Psychological Association (Boston, MA, March 21-24, 1985).