Managers' Choice of Exemplification and Consultation Behavioural Influence Tactics: The Role of Managers' Work Experience and Span of Supervision

Abstract

Work experience and span of supervision constitute an important element for managerial dynamics. The objective of this research is to investigate the impact of work experience and span of supervision on the choice of exemplification and consultation behavioural influence tactics. The research examines the consultation tactic and exemplification influence tactic as the dependent variables. A study was conducted on 526 individuals in organizations, and their responses were analysed. Path coefficient and Multivariate analysis identified a significant positive relationship between both work experience and span of supervision with the choice of consultation and exemplification influence tactics. Consultation tactics and Exemplification were explained with the positive relationship with the Span of Supervision and Work Experience. The research concludes with a discussion of managerial implications, and directions for future work.