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Volumn 40, Issue 2, 2008, Pages 87-94

Interpersonal influence in the workplace - Part one: An introduction to concepts and a theoretical model

Author keywords

Influence; Management development; Personality; Psychological tests; Team working; Training

Indexed keywords


EID: 40849086347     PISSN: 00197858     EISSN: None     Source Type: Journal    
DOI: 10.1108/00197850810858929     Document Type: Article
Times cited : (12)

References (13)
  • 1
    • 40849108111 scopus 로고    scopus 로고
    • Communication aspects of dyadic social influence in organizations: The interactive effects of soft versus hard tactics and rational exchange
    • Barry, B. and Watson, M.R. (1996), "Communication aspects of dyadic social influence in organizations: the interactive effects of soft versus hard tactics and rational exchange", Journal of Applied Social Psychology, Vol. 22, pp. 1429-41.
    • (1996) Journal of Applied Social Psychology , vol.22 , pp. 1429-41
    • Barry, B.1    Watson, M.R.2
  • 4
    • 0009183107 scopus 로고
    • The concept of power
    • Dahl, R. (1957), "The concept of power", Behavioural Science, Vol. 2, July, pp. 201-15.
    • (1957) Behavioural Science , vol.2 , pp. 201-15
    • Dahl, R.1
  • 5
    • 0002697296 scopus 로고
    • The bases of social power
    • Cartwright, D. Zander, A. 3rd ed. Harper & Row New York, NY
    • French, J.R.P. and Raven, B. (1968), "The bases of social power", in Cartwright, D. and Zander, A. (Eds), Group Dynamics, 3rd ed., Harper & Row, New York, NY.
    • (1968) Group Dynamics
    • French, J.R.P.1    Raven, B.2
  • 7
    • 0003288175 scopus 로고
    • Attribution in social interaction
    • Jones, E.E. Kanouse, D. Kelley, H.H. Nesbitt, R.E. Valins, S. Weiner, B. General Learning Press Morristown, NJ
    • Kelley, H.H. (1971), "Attribution in social interaction", in Jones, E.E., Kanouse, D., Kelley, H.H., Nesbitt, R.E., Valins, S. and Weiner, B. (Eds), Attribution: Perceiving the Causes of Behaviour, General Learning Press, Morristown, NJ, pp. 1-26.
    • (1971) Attribution: Perceiving the Causes of Behaviour , pp. 1-26
    • Kelley, H.H.1
  • 8
    • 33947388234 scopus 로고
    • Intraorganizational influence tactics: Explorations in getting one's way
    • Kipnis, D., Schmidt, S.M. and Wilkinson, I. (1980), " Intraorganizational influence tactics: explorations in getting one's way", Journal of Applied Psychology, Vol. 65 No. 4, pp. 440-52.
    • (1980) Journal of Applied Psychology , vol.65 , Issue.4 , pp. 440-52
    • Kipnis, D.1    Schmidt, S.M.2    Wilkinson, I.3
  • 10
    • 33748773081 scopus 로고    scopus 로고
    • A revised model of team roles and some research findings
    • Manning, T., Parker, R. and Pogson, G. (2006), "A revised model of team roles and some research findings", Industrial and Commercial Training, Vol. 38 No. 6, pp. 287-96.
    • (2006) Industrial and Commercial Training , vol.38 , Issue.6 , pp. 287-96
    • Manning, T.1    Parker, R.2    Pogson, G.3
  • 11
    • 84986135440 scopus 로고    scopus 로고
    • Influencing and negotiating skills: Some research and reflections - Part I: Influencing strategies and styles
    • Manning, T. and Robertson, B. (2003), "Influencing and negotiating skills: some research and reflections - Part I: influencing strategies and styles", Industrial and Commercial Training, Vol. 35 No. 1, pp. 11-15.
    • (2003) Industrial and Commercial Training , vol.35 , Issue.1 , pp. 11-15
    • Manning, T.1    Robertson, B.2
  • 13
    • 0004144532 scopus 로고
    • Butterworth-Heinemann Stoneham, MA
    • Belbin, R.M. (1993), Team Roles at Work, Butterworth-Heinemann, Stoneham, MA.
    • (1993) Team Roles at Work
    • Belbin, R.M.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.