IDEAS home Printed from https://ideas.repec.org/p/iim/iimawp/wp01814.html
   My bibliography  Save this paper

An Analysis of Upward Influence Strategies Using Speech Act Theory and Face Threatening Acts

Author

Listed:
  • Kaul, Asha
  • Brammer Charlotte

Abstract

This study borrows from sociolinguistic research, specifically Speech Act Theory (SAT), as a way to analyze and explain how UI strategies are performed. Based on SAT and considerations of FACE, as explained by Brown and Levinson (1978/1987), we have attempted to provide an explanation for the choice of strategies used by members within the organization. Through qualitative discourse analysis, we suggest that for effective upward influencing, professional communicators need to consider the verbalization of UI strategies.

Suggested Citation

  • Kaul, Asha & Brammer Charlotte, 2004. "An Analysis of Upward Influence Strategies Using Speech Act Theory and Face Threatening Acts," IIMA Working Papers WP2004-05-03, Indian Institute of Management Ahmedabad, Research and Publication Department.
    • Handle: RePEc:iim:iimawp:wp01814
    as

    Download full text from publisher

    File URL: https://www.iima.ac.in/sites/default/files/rnpfiles/2004-05-03ashakaul.pdf
    File Function: English Version
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Ansari, Mahfooz A. & Kapoor, Alka, 1987. "Organizational context and upward influence tactics," Organizational Behavior and Human Decision Processes, Elsevier, vol. 40(1), pages 39-49, August.
    2. David A. Morand, 1996. "Dominance, Deference, and Egalitarianism in Organizational Interaction: A Sociolinguistic Analysis of Power and Politeness," Organization Science, INFORMS, vol. 7(5), pages 544-556, October.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Kaul, Asha, 2003. "Upward Influence: A Linguistic Act of Gaining Compliance," IIMA Working Papers WP2003-02-05, Indian Institute of Management Ahmedabad, Research and Publication Department.
    2. Saeedeh Ahmadi & Saeed Khanagha & Luca Berchicci & Justin J. P. Jansen, 2017. "Are Managers Motivated to Explore in the Face of a New Technological Change? The Role of Regulatory Focus, Fit, and Complexity of Decision‐Making," Journal of Management Studies, Wiley Blackwell, vol. 54(2), pages 209-237, March.
    3. Kanika Bhal & Anubha Dadhich, 2011. "Impact of Ethical Leadership and Leader–Member Exchange on Whistle Blowing: The Moderating Impact of the Moral Intensity of the Issue," Journal of Business Ethics, Springer, vol. 103(3), pages 485-496, October.
    4. Bryan Hochstein & Willy Bolander & Ronald Goldsmith & Christopher R. Plouffe, 2019. "Adapting influence approaches to informed consumers in high-involvement purchases: are salespeople really doomed?," Journal of the Academy of Marketing Science, Springer, vol. 47(1), pages 118-137, January.
    5. Michele Williams & Evan Polman, 2015. "Is It Me or Her? How Gender Composition Evokes Interpersonally Sensitive Behavior on Collaborative Cross-Boundary Projects," Organization Science, INFORMS, vol. 26(2), pages 334-355, April.
    6. Ali Osman Uymaz, 2015. "Transformational Leadership Influence on Follower Performance through Upward Knowledge Management and Organizational Learning," International Journal of Business and Social Research, MIR Center for Socio-Economic Research, vol. 5(6), pages 12-22, June.
    7. Kaul, Asha, 2003. "Talking Up: Study of Upward Influence Strategies," IIMA Working Papers WP2003-04-01, Indian Institute of Management Ahmedabad, Research and Publication Department.
    8. Ralston, David A. & Terpstra-Tong, Jane & Maignan, Isabelle & Napier, Nancy K. & Nguyen, Van Thang, 2006. "Vietnam: A cross-cultural comparison of upward influence ethics," Journal of International Management, Elsevier, vol. 12(1), pages 85-105, March.
    9. Varma, Arup & Stroh, Linda K. & Schmitt, Lisa B., 2001. "Women and international assignments: the impact of supervisor-subordinate relationships," Journal of World Business, Elsevier, vol. 36(4), pages 380-388, January.
    10. Ali Osman Uymaz, 2016. "The Influence of Transformational Leadership on Personal Branding through the Learning Organization and Consideration of Future Consequences," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 6(3), pages 1-16, March.
    11. Shakti Chaturvedi & Irfan A. Rizvi & Enias Thomas Pasipanodya, 2019. "How Can Leaders Make Their Followers to Commit to the Organization? The Importance of Influence Tactics," Global Business Review, International Management Institute, vol. 20(6), pages 1462-1474, December.
    12. Ralston, David A. & Hallinger, Philip & Egri, Carolyn P. & Naothinsuhk, Subhatra, 2005. "The effects of culture and life stage on workplace strategies of upward influence: A comparison of Thailand and the United States," Journal of World Business, Elsevier, vol. 40(3), pages 321-337, August.
    13. Ali Osman Uymaz, 2015. "Transformational Leadership Influence on Follower Performance through Upward Knowledge Management and Organizational Learning," International Journal of Business and Social Research, LAR Center Press, vol. 5(6), pages 12-22, June.
    14. Saeedi, Masoud H. & Sillince, John A. A., 2001. "Issues of feasibility, coherence, and robustness in a premise-to-claim model of argumentation: Results from four experiments," European Journal of Operational Research, Elsevier, vol. 133(1), pages 94-119, August.
    15. Egri, Carolyn P. & Ralston, David A. & Murray, Cheryl S. & Nicholson, Joel D., 2000. "Managers in the NAFTA countries: A cross-cultural comparison of attitudes toward upward influence strategies," Journal of International Management, Elsevier, vol. 6(2), pages 149-171.
    16. Martha Jeong & Julia Minson & Michael Yeomans & Francesca Gino, 2019. "Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive," Management Science, INFORMS, vol. 65(12), pages 5813-5837, December.
    17. S K Nair, 2000. "Ingratiatory Behaviours of Managerial Personnel in Two Organizational Settings," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 25(4), pages 254-261, October.
    18. Stephen Chen & Ronald Geluykens & Chong Ju Choi, 2006. "The importance of language in global teams: A linguistic perspective," Management International Review, Springer, vol. 46(6), pages 679-696, December.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:iim:iimawp:wp01814. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: the person in charge (email available below). General contact details of provider: https://edirc.repec.org/data/eciimin.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.