FACE Considerations in Upward Influencing in an Indian Workplace  

This study is a first attempt at using Speech Act Theory (SAT), as a way to analyze and explain how upward influence (UI) strategies are performed. Based on SAT and considerations of face, as explained by Brown and Levinson (1987), this study tries to explain UI strategies used by members within an Indian workplace. We carefully selected six examples of UI to demonstrate how SAT can be useful in analyzing UI strategies. We found that even the slightest change in the anticipated degree of willingness or receptivity of the receiver necessitates a change in the strategy to be adopted. Violations of sincerity conditions and/ or inappropriate threats to face create infelicitous conditions and may lead to failed attempts at UI.

Kaul, Asha and Charlotte D. Brammer. Association for Business Communication (2005). Careers>Management>International>India