메뉴 건너뛰기




Volumn 44, Issue 3, 2005, Pages 257-278

When executives successfully influence peers: The role of target assessment, preparation, and tactics

Author keywords

[No Author keywords available]

Indexed keywords


EID: 25444518214     PISSN: 00904848     EISSN: None     Source Type: Journal    
DOI: 10.1002/hrm.20070     Document Type: Review
Times cited : (16)

References (69)
  • 1
    • 0035635673 scopus 로고    scopus 로고
    • Recipient and observer reactions to discipline: Are manager's experiencing wishful thinking?
    • Atwater, L. E., Waldman, D. A., Carey, J. A., & Cartier, P. (2001). Recipient and observer reactions to discipline: Are manager's experiencing wishful thinking? Journal of Organizational Behavior, 22, 249-270.
    • (2001) Journal of Organizational Behavior , vol.22 , pp. 249-270
    • Atwater, L.E.1    Waldman, D.A.2    Carey, J.A.3    Cartier, P.4
  • 2
    • 25444453147 scopus 로고
    • Explorations of scope and scale: The critical determinant of high-level effectiveness
    • Greensboro, NC: Center for Creative Leadership
    • Bentz, V. J. (1987). Explorations of scope and scale: The critical determinant of high-level effectiveness (Tech. Rep. No. 31). Greensboro, NC: Center for Creative Leadership.
    • (1987) Tech. Rep. No. 31 , vol.31
    • Bentz, V.J.1
  • 3
    • 0039594668 scopus 로고    scopus 로고
    • Influence behaviors and managerial effectiveness in lateral relations
    • Church, A. H., & Waclawski, J. (1999). Influence behaviors and managerial effectiveness in lateral relations. Human Resource Development Quarterly, 10, 3-34.
    • (1999) Human Resource Development Quarterly , vol.10 , pp. 3-34
    • Church, A.H.1    Waclawski, J.2
  • 4
    • 0039300237 scopus 로고    scopus 로고
    • Hold the line: An examination of line vs. staff differences
    • Church, A. H., & Waclawski, J. (2001). Hold the line: An examination of line vs. staff differences. Human Resource Management, 40, 21-34.
    • (2001) Human Resource Management , vol.40 , pp. 21-34
    • Church, A.H.1    Waclawski, J.2
  • 5
    • 0013448949 scopus 로고
    • Influence without authority: The use of alliances, reciprocity, and exchange to accomplish work
    • Cohen, A. R., & Bradford, D. L. (1989). Influence without authority: The use of alliances, reciprocity, and exchange to accomplish work. Organizational Dynamics, 17, 5-17.
    • (1989) Organizational Dynamics , vol.17 , pp. 5-17
    • Cohen, A.R.1    Bradford, D.L.2
  • 7
    • 0742269325 scopus 로고    scopus 로고
    • Strategic human resource practices, top management team social networks, and firm performance: The role of human resource practices in creating organizational competitive advantage
    • Collins, C. J., & Clark, K. D. (2003). Strategic human resource practices, top management team social networks, and firm performance: The role of human resource practices in creating organizational competitive advantage. Academy of Management Journal, 46(3), 740-751.
    • (2003) Academy of Management Journal , vol.46 , Issue.3 , pp. 740-751
    • Collins, C.J.1    Clark, K.D.2
  • 8
    • 0032068642 scopus 로고    scopus 로고
    • The necessary art of persuasion
    • Conger, J. A. (1998). The necessary art of persuasion. Harvard Business Review, 76(3), 84-95.
    • (1998) Harvard Business Review , vol.76 , Issue.3 , pp. 84-95
    • Conger, J.A.1
  • 10
    • 84991149875 scopus 로고
    • The relationship of upward influencing behavior with subordinate impression management characteristics
    • Deluga, R. J. (1991). The relationship of upward influencing behavior with subordinate impression management characteristics. Journal of Applied Social Psychology, 21, 1145-1160.
    • (1991) Journal of Applied Social Psychology , vol.21 , pp. 1145-1160
    • Deluga, R.J.1
  • 13
    • 0345811538 scopus 로고    scopus 로고
    • Reading the wind: How middle managers assess the context for selling issues to top managers
    • Dutton, J. E., Ashford, S. J., O'Neill, R. M., Hayes, E., & Wierba, E. E. (1997). Reading the wind: How middle managers assess the context for selling issues to top managers. Strategic Management Journal, 18, 407-425.
    • (1997) Strategic Management Journal , vol.18 , pp. 407-425
    • Dutton, J.E.1    Ashford, S.J.2    O'Neill, R.M.3    Hayes, E.4    Wierba, E.E.5
  • 16
    • 0035268188 scopus 로고    scopus 로고
    • How CIOs obtain peer commitment to strategic IS proposals: Barriers & facilitators
    • Enns, H. G., Huff, S. L., & Golden, B. (2001). How CIOs obtain peer commitment to strategic IS proposals: Barriers & facilitators. Journal of Strategic Information Systems, 10, 3-14.
    • (2001) Journal of Strategic Information Systems , vol.10 , pp. 3-14
    • Enns, H.G.1    Huff, S.L.2    Golden, B.3
  • 17
    • 9744257756 scopus 로고    scopus 로고
    • CIO Lateral Influence Behaviors: Gaining Peers' Commitment to Strategic Information Systems
    • Enns, H. G., Huff, S. L., & Higgins, C. A. (2003). CIO Lateral Influence Behaviors: Gaining Peers' Commitment to Strategic Information Systems," MIS Quarterly, 27(1), 155-176.
    • (2003) MIS Quarterly , vol.27 , Issue.1 , pp. 155-176
    • Enns, H.G.1    Huff, S.L.2    Higgins, C.A.3
  • 18
    • 0345581367 scopus 로고    scopus 로고
    • When executives influence peers: Does function matter?
    • Enns, H. G., & McFarlin, D. B. (2003). When executives influence peers: Does function matter? Human Resource Management, 42(2), 125-142.
    • (2003) Human Resource Management , vol.42 , Issue.2 , pp. 125-142
    • Enns, H.G.1    McFarlin, D.B.2
  • 19
    • 0001552440 scopus 로고
    • Consequences for managers of using single influence tactics and combinations of tactics
    • Falbe, C. M., & Yukl, G. (1992). Consequences for managers of using single influence tactics and combinations of tactics. Academy of Management Journal, 35, 638-652.
    • (1992) Academy of Management Journal , vol.35 , pp. 638-652
    • Falbe, C.M.1    Yukl, G.2
  • 21
    • 0009300293 scopus 로고
    • A power and politics perspective on human resource management
    • G. Ferris, S. D. Rosen, & D. T. Barnum (Eds.). Oxford, UK: Blackwell Publishers Ltd.
    • Ferris, G. R., Galang, M. C., Thornton, M. L., & Wayne, S. J. (1995). A power and politics perspective on human resource management. In G. Ferris, S. D. Rosen, & D. T. Barnum (Eds.), Handbook of human resource management (pp. 100-114). Oxford, UK: Blackwell Publishers Ltd.
    • (1995) Handbook of Human Resource Management , pp. 100-114
    • Ferris, G.R.1    Galang, M.C.2    Thornton, M.L.3    Wayne, S.J.4
  • 23
    • 25444528200 scopus 로고
    • Paper presented at the annual meeting of the Academy of Management, Washington, DC
    • Filley, A. C., & Grimes, A. J. (1967). The bases of power in decision processes. Paper presented at the annual meeting of the Academy of Management, Washington, DC.
    • (1967) The Bases of Power in Decision Processes
    • Filley, A.C.1    Grimes, A.J.2
  • 27
    • 0026939376 scopus 로고
    • The past is the past - Or is it? the use of retrospective accounts as indicators of past strategy
    • Golden, B. R. (1992). The past is the past - or is it? The use of retrospective accounts as indicators of past strategy. Academy of Management Journal, 35(4), 848-860.
    • (1992) Academy of Management Journal , vol.35 , Issue.4 , pp. 848-860
    • Golden, B.R.1
  • 28
    • 0037519426 scopus 로고    scopus 로고
    • When will boards influence strategy? Inclination × power = strategic change
    • Golden, B. R., & Zajac, E. J. (2001). When will boards influence strategy? Inclination × power = strategic change. Strategic Management Journal, 22, 1087-1111.
    • (2001) Strategic Management Journal , vol.22 , pp. 1087-1111
    • Golden, B.R.1    Zajac, E.J.2
  • 29
    • 0002825123 scopus 로고
    • Measurement of social power, opportunity costs, and the theory of two-person bargaining games
    • Harsanyi, J. C. (1962). Measurement of social power, opportunity costs, and the theory of two-person bargaining games. Behavioral Science, 7, 67-80.
    • (1962) Behavioral Science , vol.7 , pp. 67-80
    • Harsanyi, J.C.1
  • 33
    • 0002524290 scopus 로고
    • The language of persuasion
    • Kipnis, D., & Schmidt, S. M. (1985). The language of persuasion. Psychology Today, 19, 40-46.
    • (1985) Psychology Today , vol.19 , pp. 40-46
    • Kipnis, D.1    Schmidt, S.M.2
  • 34
    • 33947388234 scopus 로고
    • Intraorganizational influence tactics: Explorations in getting one's way
    • Kipnis, D., Schmidt, S. M., & Wilkinson, I. (1980). Intraorganizational influence tactics: Explorations in getting one's way. Journal of Applied Psychology, 65, 440-452.
    • (1980) Journal of Applied Psychology , vol.65 , pp. 440-452
    • Kipnis, D.1    Schmidt, S.M.2    Wilkinson, I.3
  • 35
    • 21844503601 scopus 로고
    • Building commitment, attachment, and trust in strategic decision-making teams: The role of procedural justice
    • Korsgaard, M. A., Schweiger, D. M., & Sapienza, H. J. (1995). Building commitment, attachment, and trust in strategic decision-making teams: The role of procedural justice. Academy of Management Journal, 38, 60-84.
    • (1995) Academy of Management Journal , vol.38 , pp. 60-84
    • Korsgaard, M.A.1    Schweiger, D.M.2    Sapienza, H.J.3
  • 40
    • 0001065023 scopus 로고
    • Ingratiatory behaviors in organizational settings
    • Liden, R. C., & Mitchell, T. R. (1988). Ingratiatory behaviors in organizational settings. Academy of Management Review, 13, 572-587.
    • (1988) Academy of Management Review , vol.13 , pp. 572-587
    • Liden, R.C.1    Mitchell, T.R.2
  • 44
    • 0001469701 scopus 로고
    • The manager's job: Folklore and fact
    • Mintzberg, H. (1975). The manager's job: Folklore and fact. Harvard Business Review, 53, 49-61.
    • (1975) Harvard Business Review , vol.53 , pp. 49-61
    • Mintzberg, H.1
  • 45
    • 84925911241 scopus 로고
    • The exercise of upward influence in organizations
    • Mowday, R. T. (1978). The exercise of upward influence in organizations. Administrative Sciences Quarterly, 23, 137-156.
    • (1978) Administrative Sciences Quarterly , vol.23 , pp. 137-156
    • Mowday, R.T.1
  • 48
    • 0002540596 scopus 로고
    • Understanding power in organizations
    • Pfeffer, J. (1992). Understanding power in organizations. California Management Review, 34, 29-50.
    • (1992) California Management Review , vol.34 , pp. 29-50
    • Pfeffer, J.1
  • 49
    • 0003141383 scopus 로고
    • Applying the competing values approach to leadership: Towards an integrative approach
    • J. G. Hunt, D. Hosking, C. A., Schreisheim, & R. Stewart (Eds.). New York: Pergamon Press
    • Quinn, R. E. (1984). Applying the competing values approach to leadership: Towards an integrative approach. In J. G. Hunt, D. Hosking, C. A., Schreisheim, & R. Stewart (Eds.), Leaders and managers: International perspectives on managerial behavior and leadership (pp. 10-27). New York: Pergamon Press.
    • (1984) Leaders and Managers: International Perspectives on Managerial Behavior and Leadership , pp. 10-27
    • Quinn, R.E.1
  • 52
    • 0037357321 scopus 로고    scopus 로고
    • Can working with an executive coach improve multisource feedback ratings over time: A quasi-experimental field study
    • Smither, J. W., London, M., Flautt, R., Vargas, Y., & Kucine, I. (2003). Can working with an executive coach improve multisource feedback ratings over time: A quasi-experimental field study. Personnel Psychology, 56(1), 23-44.
    • (2003) Personnel Psychology , vol.56 , Issue.1 , pp. 23-44
    • Smither, J.W.1    London, M.2    Flautt, R.3    Vargas, Y.4    Kucine, I.5
  • 53
    • 25444518663 scopus 로고
    • Tactics of lateral relationship: The purchasing executive
    • R.W. Allen & L. W. Porter (Eds.), Glenview, IL: Scott, Foresman and Company
    • Strauss, G. (1983). Tactics of lateral relationship: The purchasing executive. In R.W. Allen & L. W. Porter (Eds.), Organizational influence processes (pp. 321-341). Glenview, IL: Scott, Foresman and Company.
    • (1983) Organizational Influence Processes , pp. 321-341
    • Strauss, G.1
  • 54
    • 84944213315 scopus 로고
    • The exercise of power and influence: The source of influence
    • J. T. Tedeschi (Ed.). Chicago, IL: Aldine-Atherton
    • Tedeschi, J. T., Schlenker, B. R., & Lindskold, S. (1972). The exercise of power and influence: The source of influence. In J. T. Tedeschi (Ed.), The social influence processes (pp. 287-345). Chicago, IL: Aldine-Atherton.
    • (1972) The Social Influence Processes , pp. 287-345
    • Tedeschi, J.T.1    Schlenker, B.R.2    Lindskold, S.3
  • 55
    • 0003139023 scopus 로고
    • A multiple constituency framework of managerial reputational effectiveness
    • J. G. Hunt, D. Hosking, C. A. Schreisheim, & R. Stewart (Eds.). New York: Pergamon Press
    • Tsui, A. S. (1984a). A multiple constituency framework of managerial reputational effectiveness. In J. G. Hunt, D. Hosking, C. A. Schreisheim, & R. Stewart (Eds.), Leaders and managers: International perspectives on managerial behavior and leadership (pp. 28-44). New York: Pergamon Press.
    • (1984) Leaders and Managers: International Perspectives on Managerial Behavior and Leadership , pp. 28-44
    • Tsui, A.S.1
  • 57
    • 0002402633 scopus 로고    scopus 로고
    • Sticky ties and bad attitudes: Relational and individual bases of resistance to change in organizational structure
    • R. M. Kramer & M. A. Neale (Eds.). Thousand Oaks, CA: Sage Publications
    • Valley, K. L., & Thompson, T. A. (1998). Sticky ties and bad attitudes: Relational and individual bases of resistance to change in organizational structure. In R. M. Kramer & M. A. Neale (Eds.), Power and influence in organizations (pp. 39-66). Thousand Oaks, CA: Sage Publications.
    • (1998) Power and Influence in Organizations , pp. 39-66
    • Valley, K.L.1    Thompson, T.A.2
  • 58
    • 0032220675 scopus 로고    scopus 로고
    • Board games: How CEOs adapt to increases in structural board independence from management
    • Westphal, J. D. (1998). Board games: How CEOs adapt to increases in structural board independence from management. Administrative Sciences Quarterly, 43, 511-537.
    • (1998) Administrative Sciences Quarterly , vol.43 , pp. 511-537
    • Westphal, J.D.1
  • 60
    • 25444464075 scopus 로고
    • Applied social science research methods series
    • London, UK: Sage Publications
    • Yin, R. K. (1994). Applied social science research methods series: Vol. 5. The case study method: Design and methods (2nd ed.). London, UK: Sage Publications.
    • (1994) Thecasestudymethod:Designandmethods(2nded.) , vol.5
    • Yin, R.K.1
  • 65
    • 0030551375 scopus 로고    scopus 로고
    • Antecedents of influence outcomes
    • Yukl, G., & Kim, H. (1996). Antecedents of influence outcomes. Journal of Applied Psychology, 81, 309-317.
    • (1996) Journal of Applied Psychology , vol.81 , pp. 309-317
    • Yukl, G.1    Kim, H.2
  • 66
    • 0033241297 scopus 로고    scopus 로고
    • Task importance, feasibility, and agent influence behavior as determinants of target commitment
    • Yukl, G., Kim, H., & Chavez, C. (1999). Task importance, feasibility, and agent influence behavior as determinants of target commitment. Journal of Applied Psychology, 84, 137-143.
    • (1999) Journal of Applied Psychology , vol.84 , pp. 137-143
    • Yukl, G.1    Kim, H.2    Chavez, C.3
  • 67
    • 0000800683 scopus 로고
    • Consequences of influence tactics used with subordinates, peers, and the boss
    • Yukl, G., & Tracey, B. (1992). Consequences of influence tactics used with subordinates, peers, and the boss. Journal of Applied Psychology, 77, 525-535.
    • (1992) Journal of Applied Psychology , vol.77 , pp. 525-535
    • Yukl, G.1    Tracey, B.2
  • 69
    • 0000384296 scopus 로고
    • Leadership and social intelligence: Linking social perceptiveness and behavioral flexibility to leader effectiveness
    • Zaccaro, S. J., Gilbert, J. A., Thor, K. K., & Mumford, M. D. (1991). Leadership and social intelligence: Linking social perceptiveness and behavioral flexibility to leader effectiveness. Leadership Quarterly, 2, 317-331.
    • (1991) Leadership Quarterly , vol.2 , pp. 317-331
    • Zaccaro, S.J.1    Gilbert, J.A.2    Thor, K.K.3    Mumford, M.D.4


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.