影響行為的產生是會受到人格特質的影響，在組織行為研究裡，馬基維利主義傾向經常做為預測個人運用權術行為的指標，具有此一性格者，往往會視為善用權術去影響他人，以謀取利益者。於此，本研究乃試圖探討馬基維利主義傾向與上影響行為之關聯以及個人特徵對其關係是否產生干擾效果。
本次研究共計發出2828份問卷，有效問卷為2761份，有效問卷回收率97.63﹪。向上影響行為透過因素分析後，得出五個構面：分別是「向上謀略」、「理性說服」、「印象管理」、「逢迎」、「施壓」。經由關聯分析後，發現馬基維利主義傾向與向上影響行為之構面：「向上謀略」、「印象管理」、「逢迎」、「施壓」呈現非常顯著正相關。其次以二因子變異數分析結果，發現：1.「性別」對於「向上謀略」、「逢迎」產生干擾效果，2.「年齡」對於「印象管理」產生干擾效果，3.「任職機構性質」對於「向上謀略」、「理性說服」、「印象管理」、「逢迎」產生干擾效果。

Influence behaviors have generally been affected by personality. In organizational research, Machiavellianism has commonly been defined as the need to develop and defend one’s power and success. Thus, Machiavellianism more likely that personality may predict use of these influence tactics. The purpose of this study is to examine the relationships of Machiavellianism and upward influence tactics, and examine the moderating effect of demographic variables.
This study selected 2828 business employee to answer the questionnaire, and there are 2761 copies valid return. A factor analysis, there are five dimensions of upward influence tactics: upward device, rational persuasion, impression management, ingratiation and pressure. The result showed that (1) there are hypotheses supported for strongly positive relationship between Machiavellianism and upward influence tactics, (2) the moderating effect of demographic variables were partly supported in this study.

第一章 緒論
第一節 研究背景與動機……………………………………………….1
第二節 研究目的……………………………………………………….3
第三節 研究流程……………………………………………………….3
第二章 文獻探討
第一節 馬基維利之相關文獻………………………………………….5
第二節 向上影響行為之相關文獻…………………………………….13
第三節 馬基維利主義與向上影響行為之文獻……………………….20
第三章 研究方法
第一節 研究架構……………………………………………………….22
第二節 研究假設……………………………………………………….23
第三節 操作性定義與測量工具……………………………………….25
第四節 實證資料蒐集方法與樣本特性……………………………….29
第五節 資料分析方法………………………………………………….32
第四章 資料分析結果
第一節 項目分析……………………………………………………….34
第二節 因素分析與信度分析………………………………………….43
第三節 各研究變項之描述性統計…………………………………….46
第四節 馬基維利主義與向上影響行為之關係……………………….48
第五節 人口統計變項對馬基維利主義與向上影響行為之干擾分析.50
第五章 結論與建議
第一節 研究發現與結論……………………………………………….69
第二節 研究建議……………………………………………………….73
第三節 研究限制……………………………………………………….76
參考文獻……………………………………………………………..……….77
附錄一 抽樣機關及問卷回收情形統計表…………………………………..84
附錄二 馬基維利主義正式施測項目分析結果……………………………..85
附錄三 向上影響行為前測項目分析結果…………………………………..86
附錄四 問卷…………………………………………………………………..88

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