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Journal of Business and Psychology

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09-10-2021 | Original Paper

Conflict Behaviors Mediate Effects of Manipulated Leader-Member Exchange on Team-Oriented Outcomes

Authors: Keaton A. Fletcher, Michael T. Brannick

Published in: Journal of Business and Psychology | Issue 5/2022

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Abstract

We tested an underexplored component of leader-member exchange (LMX) theory that high LMX is associated with valuing team-interests whereas low LMX is associated with valuing self-interests. We experimentally manipulated leaders’ behaviors to create different LMX conditions within novel teams. We also manipulated LMX conditions between members within teams to affect LMX relational separation (LMXRS; the degree to which one’s LMX is different from the average within the team). We expected that LMXRS would exaggerate the effects of LMX, particularly for those in low LMX conditions. We examined individuals’ collectivistic and individualistic conflict behaviors as behavioral mediators and indicators of team- and self-interest, respectively. Participants were 316 undergraduate students in teams of three participant followers with one confederate leader who followed a script to manipulate LMX(RS). Results suggest low LMX, particularly when coupled with high LMXRS, is associated with greater use of individualistic conflict behaviors and lower use of collectivistic conflict behaviors. The greater use of individualistic conflict behaviors and lower use of collectivistic conflict behaviors partially mediated the relationship between lower LMX condition and lower levels of leader satisfaction, teammate satisfaction, and motivation to work with the team, as well as higher levels of negative affect. Results hold implications for the prescriptive use of LMX theory, social ostracism within teams, and future research at the intersection of leadership and team research.

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Title: Conflict Behaviors Mediate Effects of Manipulated Leader-Member Exchange on Team-Oriented Outcomes
Authors: Keaton A. Fletcher
Michael T. Brannick
Publication date: 09-10-2021
Publisher: Springer US
Published in: Journal of Business and Psychology / Issue 5/2022
Print ISSN: 0889-3268
Electronic ISSN: 1573-353X
DOI: https://doi.org/10.1007/s10869-021-09775-y

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