Eckloff, T., & van Quaquebeke, N. (in Druck). "Ich folge Dir, wenn Du in meinen Augen eine gute Führungskraft bist, denn dann kann ich mich auch mit Dir identifizieren." Wie Einflussoffenheit von Untergebenen über Identifikationsprozesse vermittelt wird. Zeitschrift für Arbeits- und Organisationspsychologie, 52(4), 169-181.

Influencing subordinates is a central function of leadership. Therefore it is interesting for researchers and practitioners alike to understand when subordinates respect their leaders in the sense that they are voluntarily open to their influence. Research on leader categorization shows that subordinatesʼ openness to their leadersʼ influence depends on the degree to which leaders match their subordinatesʼ cognitive image of an ideal leader. In

the present study we link this perspective on leadership with identity-based approaches to leadership which assume that identification processes play an important role in mediating subordinatesʼ openness to their leadersʼ influence. Results of two field studies (N1 = 496 and N2 = 700) provide support for the prediction in that the relation between leader categorization and subordinatesʼ openness towards leadership is partially mediated by subordinatesʼ identification with the leader. Theoretical and practical implications of this mediation model are discussed.

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