Influence tactics used by managers and corporate culture: Application and a model suggestion for the managerial influnce

The main aim of this study is to find out relationship between corporate culture and influence tactics used by manager and the frequency of influence tactics usage in downward communication process. According to this aim, it was tried to find out frequency of influence tactics usage, corporate culture, manager personality and demographic variables of subordinates with a sample of Fortis? managers and subordinates.It was choose survey research method as research method. According to this model it was determined the current situations of the corporate culture, managers personality and the frequency of influence tactics in Fortis. According to the result of this determination, it was investigated relationship among different corporate culture, influence tactics and manager personality.For the measurement of the frequency of influence tactics usage, it was used influence behavior questionnaire developed by Yukl. For the measurement of the corporate culture, it was used competing values model developed by Quinn. For the measurement of the personality, it was used big five model.The results of analysis, it was found limited relationship between manager personality and influence tactics usage. It was found salient relationship between corporate culture and influence tactics. When it was investigated the relationships between demographic variables of subordinates and influence tactics, job experience comes into prominence as an important variable.In this study, the effect of corporate culture on choice of influence tactics was tested with structural equity modeling. According to the test results test, it was found that corporate culture has a medium effect on choice of the influence tactics.In addition, according to the result of this study and other results by reported before in this area, it was suggested a model for the managerial influence.