Survey of Influence Effectiveness · influence behavior and effectiveness. The individual being...

Survey ofInfluence

EffectivenessA Research Report

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SIE Research Report

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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

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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

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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

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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:

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nidnasrehtognomasusnesnocgnidliuBspuorg

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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.

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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

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16 tsurtdnatroppargnidliuB 01S 115.0 207.0

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76 esuacnommocanitcaotrehtegotelpoepgnignirB 61S 635.0 886.0

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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

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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

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31evitaroballocsdliubdnagnivlosmelborpnisrehtosegagnE

.troppusnacyehtsnoitulos31FP 993.0 806.0

46 saedis'elpoepgnisudnarofgniksA 31S 783.0 806.0

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47 msaisuhtnednaygrenegniyevnoC 32S 284.0 785.0

09

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.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

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17 snoitulosrosevitanretlaevitaercgnidniF 02S 974.0 165.0

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9FP 313.0 445.0

69 .elbatciderpdnaelbadneped,tnetsisnocsinosrepsiht 01SP 753.0 335.007 sregnartshtiwelbaicosdnayldneirfgnieB 91S 833.0 235.0

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38 ?ebotmeesnosrepsihtseodtnedifnoc-fleswoH 8SS 925.0 474.0

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8dna,sdneirfrofsrovafseod,spihsnoitalerlaigellocsniatniaM

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18 ?nosrepsihtsitnetsisrepwoH 6SS 404.0 414.0

26htiwgnikaeps,elpmaxerof-syawevitatirohtuanignivaheB

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54citsaisuhtnednalanoitaripsniebdnaseulavruoyotlaeppA

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7ehsroehtahtdnatnatropmisitseuqerehttahtsetatS

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34dnatroppardliubotuoyhtiwezilaicosdnayldneirfeB

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94tahtlasoporpevitaroballocamrofnehtdnasaediruoyticiloS

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77 ?srovafrofsdneirfksaotnosrepsihtsignilliwwoh 2SS 721.0 913.0

52tahtsserpxeotlasoporpreh/sihtroppusohwsrehtosksA

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62roehnosrepehtgnihcaorppaerofebtroppus'srehtosteGehtotstroppusesohtgnirbyamdnaecneulfniotstnawehs

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44ehsroehtahwyltceridetatsot-tnetsisrep&evitressaeB

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61roecnatsiserdeunitnochtiwdecafnehwneve,tnetsisrepsI

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6roplehrofsdneirfderedisnoceraohwelpoepsksA

ecnatsissa6FP 970.0 692.0

67 ?ytirohtuatcepsernosrepsihtseodhcumwoH 1SS 341.0 392.0

32tahtgnihtemosgnirefforogniodybnoitarepoocrofsniagraB

.tseuqerreh/sihtnargyehtfisrehtostifeneb32FP 390.0 582.0

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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

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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

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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.

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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

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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.

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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-

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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

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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


.ecnedive075.0

29 6SPdnaylraelcetacinummocnacdnaevisserpxeyrevsinosrepsihT

nosrepsihT.renetsildoog&rekaepsgnigagnenasiehs/eh;ylgnicnivnoc.weivfotniopreh/sihrofstnemugragnillepmoc,gnortstneserpnac

765.0

51 51FPylticilpxetuohtiwstnawehsroehtahwsrehtognillet,tcerid&evitressasI

.noissucsidgnitivni555.0


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).

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Questions with Highest Negative Loadings on Rotated Study A Factor II

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II



23 5FN snoitnetnilaerreh/sihsesiugsiD 21.0-33 6FN eslafsitahtgnihtemoseveilebotelpoepsdaeL 441.0-





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.

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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

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III07 91S sregnartshtiwelbaicosdnayldneirfgnieB 617.086 71S srehtohtiwspihsdneirfesolcgnidliuB 17.065 5S .elpoephtiwyllaicosgniklat-yllanoitasrevnocgnikaepS 107.001 01FP gniogtuodnayldneirfgniebybnoitarepoocniagotseirT 496.0


.elbahcaorppadnaneposinosrepsihT266.0

11 11FPseussilanosreptuobagniklatybrehromihhtiwelbatrofmocsrehtosekaM

ssenisubotnwodgnittegerofeb246.0

9 9FPsehsilbatsednallewwonkt'nseodehs/ehelpoephtiwgnimochtrofsI

gnihtemosrofgniksaerofebmehthtiwtroppar236.0

28 7SS ?elpoeprehtonidetseretniyleniunegmeesnosrepsihtseodtnetxetahwoT 606.0

8 8FPelbatrofmocsidna,sdneirfrofsrovafseod,spihsnoitalerlaigellocsniatniaM

srovafrofsdneirfgniksa285.0


latoTEIS 445.0

48 9SS ?srehtorofsrovafodotehs/ehsignilliwwoH 345.0


?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).

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SIE Questions with Ten Highest Negative Loadings on Study A Rotated Factor III

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III






.noissucsidgnitivni121.0-



2 2FP,motsuc,erudecorp,ycilophtiwtnetsisnocerastseuqertahtsetacidnI

seulavdetpeccayllarenegronoitidart921.0-

1 1FPayfitsujotnoitazinagronanielorrehrosihnitnerehniytirohtuaehtsesU

.lasoporprotseuqer141.0-





.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.

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noitseuQrebmuN

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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


seulavdetpeccayllarenegronoitidart844.0

7 7FPruoynosdnepedehsroehtahtdnatnatropmisitseuqerehttahtsetatS

troppus334.0


.lasoporprotseuqer034.0

6 6FP ecnatsissaroplehrofsdneirfderedisnoceraohwelpoepsksA 714.0

54 4AtahwtuobacitsaisuhtnednalanoitaripsniebdnaseulavruoyotlaeppA

stnawehs/eh193.0

94 8AnacuoytahtlasoporpevitaroballocamrofnehtdnasaediruoyticiloS

troppusoteerga583.0



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

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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


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



25 1S .dednahyvaehroevitatirohtuaebotgniraeppatuohtiwytirohtuagnisU 783.0

76 61S esuacnommocanitcaotrehtegotelpoepgnignirB 073.0




srehto453.0

96 81Sodotwohsrehtognihcaetdnadaelehtgnikat;yawehtsrehtogniwohS

sgniht733.0

57 42S srehtognomarohtiwstnemeergasiddnastcilfnocgnivloseR 433.0

EISLATOT

333.0



20

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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

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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

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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

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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

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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

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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).

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I86 71S srehtohtiwspihsdneirfesolcgnidliuB 217.065 5S .elpoephtiwyllaicosgniklat-yllanoitasrevnocgnikaepS 217.007 91S sregnartshtiwelbaicosdnayldneirfgnieB 507.0


.elbahcaorppadnaneposinosrepsihT976.0

01 01FP gniogtuodnayldneirfgniebybnoitarepoocniagotseirT 876.0

11 11FPseussilanosreptuobagniklatybrehromihhtiwelbatrofmocsrehtosekaM

ssenisubotnwodgnittegerofeb176.0

9 9FPsehsilbatsednallewwonkt'nseodehs/ehelpoephtiwgnimochtrofsI

gnihtemosrofgniksaerofebmehthtiwtroppar666.0





latoTEIS 006.0

87 3SS sgnileef'srehtootnosrepsihtsievitisneswoH 265.0

77 2SS srovafrofsdneirfksaotnosrepsihtsignilliwwoH 245.0

76 61S esuacnommocanitcaotrehtegotelpoepgnignirB 835.0



6 6FP ecnatsissaroplehrofsdneirfderedisnoceraohwelpoepsksA 615.0



?srehto305.0

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Questions with Ten Highest Negative Loadings on Rotated Study B Factor I

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I04 31FN srehtonoflesrehroflesmihsesopmI 211.0-


seulavdetpeccayllarenegronoitidart411.0-


.ecnedive711.0-


.lasoporprotseuqer831.0-

61 61FP noitisopporoecnatsiserdeunitnochtiwdecafnehwneve,tnetsisrepsI 251.0-


27 12S .gninosaerlacigolgnisU 471.0-





.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.

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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

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II41 41FP .ecnarussa-flesdnaecnedifnochtiwnoitisopasetatS 186.0

97 4SSebotgnilliwehsroehsitnetxetahwoT:nosrepsihtsievitressawoH

stnawehs/ehtahwtuobatcerid266.0

38 8SS ?ebotmeesnosrepsihtseodtnedifnoc-fleswoH 556.0



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


.ecnedive206.0

latoTEIS 795.0


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

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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

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II77 2SS ?srovafrofsdneirfksaotnosrepsihtsignilliwwoH 101.0-87 3SS ?sgnileef'srehtootnosrepsihtsievitisneswoH 521.0-6 6FP ecnatsissaroplehrofsdneirfderedisnoceraohwelpoepsksA 331.0-84 7A srovafrofsdneirfksA 331.0-





(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.

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III85 7S gninetsiL 365.0

49 8SP;yhtrowtsurtdnatsenohreh/mihredisnocnosrepsihthtiwkrowohwesohTreh/mihtsurtnacelpoepdnatcudnoclanosrepfosdradnatshgihsahehs/eh

945.0

69 01SP .elbatciderpdnaelbadneped,tnetsisnocsinosrepsiht 5.087 3SS sgnileef'srehtootnosrepsihtsievitisneswoH 964.0


srehto824.0

31 31FPyehtsnoitulosevitaroballocsdliubdnagnivlosmelborpnisrehtosegagnE

.troppusnac824.0

46 31S saedis'elpoepgnisudnarofgniksA 604.0

EISLATOT

404.0

21 21FPsaediriehtsetaroprocni&tcejbusanosaediriehtrofelpoeprehtosksA

.lasoporpronalptneuqesbusehtotni404.0



?srehto193.0



02 02FP srehtomorfeesotstnawehs/ehsroivahebfosdnikehtsledoM 743.0



57 42S srehtognomarohtiwstnemeergasiddnastcilfnocgnivloseR 633.0

5 5FP atadrehtorostrahc,ecnedive,stcafhtiwstseuqerstroppuS 133.0


4 4FPlacigoltsomehtsistiyhwswohsdnagnihtemosstnawehs/ehyhwsnialpxE

noitcafoesruocroeciohc113.0


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.

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Questions with Highest Negative Loadings on Rotated Study B Factor III

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III





73 01FN yllacisyhplufecrofylevissecxesI 174.0-





23 5FN snoitnetnilaerreh/sihsesiugsiD 984.0-



33 6FN eslafsitahtgnihtemoseveilebotelpoepsdaeL 605.0-




93 21FN snoitubirtnocs'enoemoseziminimotromuhronoisnecsednocsesU 685.0-


04 31FN srehtonoflesrehroflesmihsesopmI 856.0-


.weivfotniop966.0-


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.

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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

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VI72 72FP flahebreh/sihnotcaotsretroppuslaitneulfnisteG 415.0

62 62FPotstnawehsroehnosrepehtgnihcaorppaerofebtroppus'srehtosteG

.gniteemehtotstroppusesohtgnirbyamdnaecneulfni305.0

74 6A,serudecorp,swalsahcus,ytirohtuaotgnilaeppaybtseuqeraezimitigeL

noitidartroseulav,smotsuc894.0


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


.lasoporprotseuqer804.0

78 1SP

lanoitazinagroesicrexeotreh/ihselbanenoitisoproelors'nosrepehTsi...;wolfkrowdnastnemngissagnidragersnoisicedekamdnaytirohtua

tsumsrehtotahtserudecorprosnoitaluger,selurecrofnednaekamotelba.wollof

483.0

98 3SPdnadeensrehtotahtnoitamrofnilanoitazinagrootsseccasahnosrepsihT

ecruosernoitamrofninaebotreh/mihredisnocelpoep;eulav963.0

15 01ArotroppusruoyrofegnahcxenieulavdluowuoygnihtemossreffO


67 1SS ?ytirohtuatcepsernosrepsihtseodhcumwoH 323.0


yletaruccasnoitpoehtetaulaveotronoisiced813.0

23 5FN snoitnetnilaerreh/sihsesiugsiD 503.0

42 42FPotssengnilliwaswohstubnoitarepoocrofetaitogenylticilpxetonseoD

stifenebtahtnoitulosroevitanretlanadnifotredroniekatdnaevig.enoyreve

403.0

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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


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

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