Need for a substitute for promoti01l a1ld the freque1lcy of commu1licatiol/ with superiors

instrumental theory which suggests that communicating
frequericy will be higher towards managers with
considerable power-this in fact was not the case. An alternative explanation is possible from other studies
although the use of the word 'psychological' may be
misleading. The managers dissatisfied with their rate of
achieving promotion may consciously 'over-communicate' with their superiors to draw attention to themselves and to ensure that they are not forgotten, especially when
promotions are imminent.

COMMUNICATING FREQUENCY

SUBSTIWTE NEED

WITH THE IMMEDATE LOW SUPERIOR
MEDIUM

HIGH



WITH THE IMMEDATE SUPERIOR AND HIS SUPERIOR

LOW

MEDIUM

HIGH



Need for a substitute for promoti01l a1ld the freque1lcy of commu1licatiol/ with superiors

It is worth noting that although the 'perks system' did increase this need for a substitute for promotion, few of the other status differences had any effect. It may be again that the important factor is one of visibility of the status difference, and that the perception of visibility may vary according to the type of organization involved. Although this electronics study did not extend to the shop