Deceptive Influence in the Workplace
Changmeng Xu, Chester A. Schriesheim · Academy of Management Proceedings · 2018
Deception is a prevalent yet relatively understudied phenomenon in organizational life. Seeing deception as a means of getting one’s way, this paper proposes the inclusion of deception as an influence tactic in current influence taxonomies, theory, and research. Drawing on previous literature in both deception and social influence tactics, this paper defines the deceptive influence tactic, conceptually distinguishes it from other social influence tactics, and develops propositions about the antecedents and consequences of using deceptive influence and how the tactic is likely to be used to get one’s way. Future directions for research are also presented and discussed.