A field examination of two measures of work motivation as predictors of leaders' influence tactics

John E. Barbuto, Susan M Fritz, David Marx

Research output: Contribution to journalArticle

27 Scopus citations


The authors tested 2 motivation measures, the Motivation Sources Inventory (MSI; J. E. Barbuto & R. W. Scholl, 1998) and the Job Choice Decision-Making Exercise (A. M. Harrell & M. J. Stahl, 1981) as predictors of leaders' influence tactics. The authors sampled 219 leader-member dyads from a variety of organizations and communities throughout the central United States. Results strongly favored the MSI as a predictor of influence tactics. Limitations of the study include low power of relationships, sample size as limited by the research design, and education levels of participants. Future researchers should use larger and more diverse samples and test other relevant antecedents of leaders' behaviors.

Original languageEnglish (US)
Pages (from-to)601-616
Number of pages16
JournalJournal of Social Psychology
Issue number5
Publication statusPublished - Oct 1 2002



  • Influence tactics
  • Leadership
  • Motivation sources

ASJC Scopus subject areas

  • Social Psychology

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