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A Framework Exploring the Effects of the Machiavellian Disposition on the Relationship Between Motivation and Influence Tactics

University of Nebraska-Lincoln, Lincoln, NE

John E. Barbuto, JR

University of Nebraska-Lincoln, Lincoln, NE

The relationship between sources of motivation and influence tactics and the moderating effect of the Machiavellian disposition are explored in this review of the literature in the areas of influence tactics, Machiavellian personality, and human motivation to develop the proposed framework(s). Propositions are developed linking motivation sources, influence tactics, and Machiavellian personality. Implications for research and practice also are discussed.

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