| Abstract |
The objectives of the study are as follows:
1. “Upward Influence: A Linguistic Act of Gaining Compliance”
Objectives:
a. To study upward influence through linguistic data collected from interviews in a FMCG organization
b. To study linguistic data through application of speech act theory
c. To highlight the practical use of speech act theory, as some exposure to its precepts may facilitate the influencing attempts of managers.
2. “Talking up: Study of Upward Influence Strategies”
Objectives:
a. To study upward influence strategies through conversation analysis in a FMCG organization
b. To analyse reasons for choice and use of extensively discussed upward influence strategies like, reason, logic, imitation, and upward appeal
c. To identify upward influence strategies specific to the organization and study their merits.
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