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The paper aims to examine whether power distance and management style predict social power choice and whether management style also acts as a mediator in a model linking all three variables.

The study was conducted within the Israeli Police Force using regular patrol and special patrol units. A total of 40 captains or officers and 151 policemen/women completed scales assessing power distance, captain's managerial style, and influence tactics chosen by them in conflict situations. The data were analyzed from two different perspectives: captains and policemen.

Harsh tactics were found to differ significantly by power distance whereas the parallel comparison for soft tactics was not significant. The mediation hypothesis tested separately on both samples was supported only for the subordinate group. Management style added significant variance for explaining the dependent variable and also mediated the relationship between power distance and harsh tactic choice.

Using alternative methods for the research design such as observational data or manipulating the independent variables with different scenarios would provide support for the robustness of the findings.

As power distance is increasing, the need to gain compliance in a task oriented situation increases the usage of harsh influence tactics. Conversely, for a similar power distance but in an interpersonal oriented situation, the supervisor may well decide to apply more soft tactics which are more likely to foster a free exchange of ideas and encourage compliance on the part of the patrolman.

Theoretically, the findings of a mediator effect aids in understanding power strategy choice. Specifically, managerial style is not independent of power distance but rather helps maintain the existing organizational culture. Methodologically, the use of two data sets, supervisors and subordinates, reduces bias attributed to common method variance.

This research aims to explore the notion of fit between subordinates’ need for cognitive closure and supervisors’ power tactics on organizational conflict management.

Two-hundred and ninety employees drawn from six different Italian organizations were recruited for the purpose of this study.

Results indicated that high-need-for-closure subordinates utilized more constructive (solution-oriented) conflict management strategies when their supervisors relied on harsh power tactics, whereas low-need-for-closure subordinates were more inclined to use solution-oriented conflict management strategies when their supervisors relied on soft power tactics. Additionally, results indicated that, overall, supervisors’ use of harsh power tactics increased subordinates reliance on maladapted (control-oriented) conflict management strategies, but even more so for subordinates with low need for cognitive closure.

This study highlights the importance of supervisor–subordinate fit to understand conflict management in organizational setting.

Research has indicated that gender stereotypes, especially as they relate to women, are changing due to their growing numbers in the labor force. This research on power usage for gaining compliance in conflict situations examines whether a similar tendency exists for social power tactics, another aspect of the gender stereotype.

In two studies, one focusing on manager‐subordinates interactions (n=141) and the other on husband‐wife relationships (n=149), participants were presented with scenarios describing conflict situations relevant for each setting occurring in three time periods ‐ past, present, and future – and then estimated the frequency of power category (harsh/intermediate/soft) usage by men and women in each of these periods.

Findings indicated that gender stereotypical attributions eroded over time with a greater ascription of feminine tactics to males in the present and future. It was also found that harsh tactics usage was attributed to a greater extent in the work rather than the home setting.

In general, stereotype research assesses perceptions rather than reality. The perceptions measured here regarding past and future, though intrinsically informative, may reflect selective perception or social desirability.

This work indicated that the increasing involvement of women in the work force seems to have affected perceptions of the manner in which individuals exercise power in conflict situations. In particular, gender differences in power usage are viewed as diminishing over time; a tendency more discernible in the work world than at home.

Non-technical skills are of increasing importance for safety engineers to perform their job. In their position as expert consultants, they work closely with managers. Thus, gaining management support is oftentimes crucial for safety engineers to successfully improve occupational health and safety. Drawing on organizational support theory (OST), this study investigates how safety engineers’ non-technical skills in communication and persuasion (i.e. rational and hard influence tactics) are related with their management support, and how management support is related with their individual task proficiency (ITP). The purpose of this paper is to examine the moderating role of safety engineers’ expert power in this context.

Using an online questionnaire, survey data were collected from 251 safety engineers working in Austria.

Rational influence tactics are positively related to ITP via management support, whereas hard influence tactics are not. Safety engineers’ expert power moderates the relationship between influence tactics and management support and, consequently ITP. High (vs low) expert status strengthens the positive relationship of rational influence tactics on ITP via management support. For hard influence tactics, high (vs low) expert power buffered the negative relationship of upward appeal and pressure on ITP via management support.

Safety engineers should rely on rational persuasion when cooperating with management to obtain support and improve their own performance.

This study connects the effect of influence tactics in the context of safety engineers’ work performance with OST. It demonstrates that safety engineers’ influence tactics are related to work role performance through management support and that these relationships are moderated by expert power.

Principals’ leadership has become a subversive activity that is carried out strategically to challenge and disrupt the status quo and resist policies and practices that are counterproductive to their work. The purpose of this paper is to reveal subversive tactics principals use in pursuit of justice and equity in schools and identify challenges and risks associated with their subversive leadership practices. Power tactics were used as a conceptual framework to guide the analysis of subversive activities by school principals.

This qualitative study focuses on 18 elementary and secondary school principals from six district school boards in the Metro Vancouver area who participated in the semi-structured interviews on their practices that epitomize different tactics in response to increasing demand and accountability.

The power tactics identified in this study illuminate many of the dilemmas principals face in their work and demonstrate the various ways principals exercise their political acumen to “act strategically to determine which tactics to use, when, and with whom.” In exercising ethics of subversion and critique, participants are more likely to use soft, rational, and bi/multilateral rather than hard, non-rational, and unilateral power tactics. Such tendency reveals their concern about causing relational harm and shows their strategic avoidance of direct confrontation.

Considering the limitations on the sample size and the research context, more research is needed to examine to what extent subversive practices are exercised and how they play out in different contexts.

The study shows that leadership involves upholding morals and values, even if this means having to use subversive practices to ensure inclusive, equitable, and just outcomes.

The purpose of this paper is to understand how supply chain actors in an Italian cashmere supply chain reacted to dependence and power use during the Covid-19 crisis and how this affected their perceptions of justice.

The research took a case study approach exploring issues of dependence, power and justice in a multi-tier luxury cashmere supply chain.

The authors found two types of dependence: Craftmanship-induced buyer dependence and Market-position-induced supplier dependence. The authors also identified four key archetypes emerging from the dynamics of dependence, power and justice during Covid-19. In the repressive archetype, buying firms perceive their suppliers as dependent and use mediated power through coercive tactics, leading the suppliers to perceive interactional, procedural and distributive injustice and use reciprocal coercive tactics against the buying firms in the form of coopetition. In the restrictive archetype, buying firms that are aware of their dependence on their suppliers use mediated power through contracts, with suppliers perceiving distributive injustice and developing ways to circumvent the brands. In the relational archetype, the awareness of craftmanship-induced buyer dependence leads buying firms to use non-mediated power through collaboration, but suppliers still do not perceive distributive justice, as there is no business security or future orders. In the resilient archetype, buying firms are aware of their own craftmanship-induced dependence and combine mediated and non-mediated power by giving the suppliers sustainable orders, which leads suppliers to perceive each justice type positively.

This paper shows how the actors in a specific supply chain react to and cope with one of the worst health crises in living memory, thereby providing advice for supply chain management in future crises.

To assess the weight and extent of control possessed by manufacturers over category management (CM) tactics in contemporary distribution channels for fast‐moving consumer goods; and to analyse the origins of this control.

A survey study conducted among Finnish manufacturers of fast‐moving consumer goods. A total of 420 questionnaires were sent out. Of these, 84 questionnaires were returned, of which 83 were satisfactorily completed for use in the analysis.

The study reveals that manufacturers believe that retailers are clearly in charge of CM tactics. However, large manufacturers seem to possess a relatively strong weight of control in CM decision making, whereas small manufacturers possess little weight of control. The origins of manufacturers' control are mostly non‐coercive in nature.

This study has approached CM from the perspective of manufacturing organisations. The phenomenon could also be approached from the retailers' or a dyadic perspective. It would be fruitful to conduct comparative studies in other national settings. Conceptual and qualitative empirical studies are needed to obtain a clearer understanding of the phenomenon.

The study suggests that manufacturers who wish to gain some control over CM tactics should base their interaction with retailers on expertise and issues related to referent power bases.

This paper offers new perspectives on CM by examining the concept of power within manufacturer‐retailer relationships.

Principals are considered central in initiating and mobilizing changes in schools; however, their political behaviors in the course of school changes are underexplored. The present research investigated the influence tactics used by school principals to induce teachers to join a process of second-order (deep and wide) change in the school teaching and culture. In specific, the authors were interested to know which influence tactics, principals and staff members considered to be efficient during such a second-order change process.

The study was based on a case study method focusing on four Israeli Jewish state public religious schools participating in the “Routes” program aimed at strengthening religious values in schools. Data collection included semi-structured interviews with principals, teachers with program coordinators responsibilities and teachers in four schools.

The results indicate that school principals who are considered successful in leading changes display two key influence prototypes: a hybrid type that combines soft and hard influence tactics and a unitype that relies on soft influence tactics.

The research study contributed to the limited knowledge in educational administration on micropolitics and political behaviors in the course of school changes.

This study aims to examine the structural power wielded by the audit committee (AC) and the various bases of its power, whilst also exploring the behavioural tactics used by the AC to leverage its power in the oversight of the external audit.

Empirical evidence was drawn from semi-structured interviews with external auditors and AC members in Malaysia.

The AC’s structural power is derived from its formal and network position in the organisation. The AC possesses three forms of organisational-based power (legitimate, coercive and informational) resultant from its formal position, and these combine with the AC’s personal power (will and expert). The AC uses its personal power base to develop trusting relationships and to promote the exchange of information with other key corporate governance actors in the network position. Furthermore, the AC applies at least four behavioural tactics (assertiveness, ingratiation, rationality and coalition formation) to exercise its bases of power.

This study attempts to describe the AC’s structural sources of power, its organisational and personal power bases, and the behavioural tactics it uses when exerting its power.

The purpose of this paper is to develop and test a structural model of the factors that explain the level of perceived relationship effectiveness between marketing managers and sales managers.

The model integrates trust‐based and power/influence/interdependence‐based models of relationship effectiveness. The data were collected from 113 sales managers in the UK and Australia. Confirmatory factor analysis was used to test the validity of the measures, while AMOS Version 4 was employed to estimate the model using structural equation modelling with observed variables.

The study found, on average, that the perceived level of relationship effectiveness between sales managers and marketing managers is surprisingly high. The findings clearly demonstrate the potency of interpersonal trust (both cognition‐based and affect‐based) in building effective cross‐functional relationships (CFRs) and also show how interdependence affects both dimensions of trust and the marketing manager's level of manifest influence. In addition, the findings indicate that, when marketing managers have greater manifest influence, the CFR is more effective. Importantly, evidence is provided regarding the consequences of marketing managers using the two influence tactics of legalistic pleas and threats, in terms of their effects on trust and manifest influence. Finally, insights are given about the sequencing of these two influence tactics and how the power of the marketing unit indirectly affects relationship effectiveness.

This is one of the very few studies to use a large empirical survey to examine the marketing and sales dyad.