Advancing influence tactics to the team level: the case of self-managed teams

Esther Unger-Aviram, Tal Katz-Navon, Dana Rachel Vashdi

Research output: Contribution to journalArticlepeer-review

Abstract

Purpose: By combining the influence tactics and team development literatures, this paper aims to propose a new team-level approach to influence tactics in self-managed teams and a temporal account of the extent to which team-level influence tactics are associated with team performance as a dynamic process. Design/methodology/approach: Using 75 self-managed teams, we examined the relationship between the proportion of team members who tend to use each influence tactic to a high degree and team performance at initial versus advanced stages of team development. Findings: Results demonstrated at initial stages of team development, a high proportion of team members who tend to use assertiveness was detrimental to team performance, whereas at advanced stages of team development, a high proportion of team members tending to use ingratiation was detrimental, while rationality was positively associated with team performance. Additionally, a Fuzzy Qualitative Comparative Analysis showed that at advanced stages of team development, tactics configuration matters. Originality/value: This study sets the stage for a team-level theory of influence tactics by examining the relationship between the proportion of team members who tend to use influence tactics to a high degree and team performance at initial versus advanced stages of team development, and the configurations of tactics associated with better team performance at these developmental stages. While the individual-level literature on influence tactics is based on notions of power and politics, in a team context and specifically with self-managed teams, there is a need to integrate theories of team processes and dynamics to understand how influence tactics are associated with performance.

Original languageEnglish
Pages (from-to)306-330
Number of pages25
JournalTeam Performance Management
Volume28
Issue number5-6
DOIs
StatePublished - 5 Jul 2022

Bibliographical note

Publisher Copyright:
© 2022, Emerald Publishing Limited.

Keywords

  • Influence tactics
  • Self-managed teams
  • Tactic configurations
  • Team development
  • Team performance

ASJC Scopus subject areas

  • Management Information Systems
  • Organizational Behavior and Human Resource Management
  • Management of Technology and Innovation

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