하향 영향력 전술과 구성원의 반응에 대한 리더-구성원 교환관계의 조절효과

This study is dealing that leader’s downward influence tactics such as inspirational appeal, consultation, exchange, and pressure have differentiated effects on the employee’s response according th leader-member exchange. When leader use inspirational appeal tactic in order to exercise influence to their employee, it makes employee’s resistance and compliance to decrease and commitment to increase. There is no significant difference of effects of inspirational appeal between in-group and outgroup. Consultation tactic makes to reduce employee’s resistance and to enhance commitment. The higher the level of LMX is, the stronger the effect of consultation tactic is. When leader use exchange tactic, it makes their employee’s compliance and resistance to increase, but it has no significant effect to commitment. But leader use pressure tactic, employee reduces their commitment and enhance their compliance and resistance. In-group members tend to reduce their resistance, and outgroup members tend to increase their compliance. This study is supposed to offer basic information for clarifying the mechanism which downward influence tactics operate in leadership process, and thus to contribute further to enhancing the practical application of the study outcomes on leadership.