How to have influence

MIT Sloan Management Review

Volumn 50, Issue 1, 2008, Pages

  Grenny, Joseph ^a,b   Maxfield, David ^b   Shimberg, Andrew ^b,c  

^a VitalSmarts   (United States)

^b VitalSmarts ^*

^c nGenera Talent   (United States)

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EID: 57049169703     PISSN: 15329194     EISSN: None     Source Type: Journal    
DOI: None     Document Type: Article

References (9)

1. Freud popularized the term "overdetermine" by arguing that a single symbol in a dream, poem or painting can have multiple valid meanings - that symbols are often the product of several diverse influences. He borrowed the term from geometry, where it is said that "two points determine a line" and "three points overdetermine it."
2. Their success rate jumped from 4% to 40%.
3. In this case, leaders who used four or more sources of influence were four times more successful than leaders who used a single source. The success rate improved from 14% to 63%.
4. J.S. Black, H.B. Gregersen, "It Starts with One: Changing Individuals Changes Organizations," 2nd ed. (Upper Saddle River, New Jersey: Wharton School Publishing, 2008).
5. Seventy-seven percent of the successful initiatives in our sample included training as one of their influence strategies.
6. R.G. Crowder, "Principles of Learning and Memory" (Oxford, England: Lawrence Erlbaum, 1976).
7. M.G. Lankford, T.R. Zembower, W.E.Trick, D.M. Hacek, G.A. Noskin and L.R. Peterson, "Influence of Role Models and Hospital Design on Hand Hygiene of Health Care Workers," Emerging Infectious Diseases 9, no. 2 (February 2003): 217-223.
8. E.L. Deci, "Intrinsic Motivation" (New York: Plenum Press, 1975).
9. These "observations" come from A. Tversky and D. Kahneman's classic article, "Judgment Under Uncertainty: Heuristics and Biases," Science, New Series 185, no. 4157 (Sept. 27, 1974): 1124-1131.