초록

본 연구는 리더의 영감적 호소 전술, 압력 전술, 그리고 교환 전술의 사용이 리더－구성원 교환관계의 질에 따라 집단 내 구성원의 개인지향 조직시민행동에 상이한 영향을 미침을 밝혔다. 영감적 호소 전술은 외집단 구성원에게 조직시민행동을 촉진하는 반면에, 압력 전술과 교환 전술은 내집단 구성원의 조직시민행동을 억제하는 효과가 크다. 이러한 결과는 리더가 영향력 전술을 선택할 때, 단지 리더의 요구에 대한 구성원의 태도나 행위에 있어서의 반응 뿐 아니라 전체적인 관점에서 작업집단의 기능에 어떤 영향을 미치게 되는지를 심층적으로 고려할 필요가 있음을 보여주는 것이다. 또한 이를 통하여 영감적 호소, 압력, 그리고 교환이라는 리더의 하향 영향력 전술과 구성원의 개인지향 조직시민행동의 관련성을 입증했으며, 이를 통해 집단의 응집력을 높이기 위해 조직시민행동을 촉진하는 것이 리더가 하향 영향력 전술을 사용하는 주된 이유가 됨을 알 수 있다. 한편 본 연구는 영감적 호소 전술이 구성원의 개인지향 조직시민행동을 촉진하며, 그 효과가 외집단 구성원에게 더욱 두드러짐을 밝혔다. 따라서 리더가 구성원간에 개인적인 관심을 보이거나 도움을 주는 등의 이타주의와 호의적 행동을 증진시키는 데에 목적을 둔다면 구성원들에게 영감적 호소 전술을 사용하는 것이 바람직하다. 본 연구는 하향 영향력 전술이 작용하는 기제를 밝히는 데 기여했다는 점에 의의가 있다. 즉 영향력 전술의 기본적 기제를 밝히는 일련의 과정에서 기초적 정보를 제공했으며, 리더십에 대한 이해를 더욱 정교화하고 연구결과의 실천적 의미를 배가하는 데 기여할 것이라고 생각된다.

키워드

하향 영향력 전술, 리더－구성원 교환관계, 개인지향 조직시민행동

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