An Analysis of Upward Influence Strategies Using Speech Act Theory and Face Threatening Acts

Asha Kaul and Brammer Charlotte

No WP2004-05-03, IIMA Working Papers from Indian Institute of Management Ahmedabad, Research and Publication Department

Abstract: This study borrows from sociolinguistic research, specifically Speech Act Theory (SAT), as a way to analyze and explain how UI strategies are performed. Based on SAT and considerations of FACE, as explained by Brown and Levinson (1978/1987), we have attempted to provide an explanation for the choice of strategies used by members within the organization. Through qualitative discourse analysis, we suggest that for effective upward influencing, professional communicators need to consider the verbalization of UI strategies.

Date: 2004-05-03
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