-
3
-
-
0011655443
-
How managers influence superiors: A study of upward influence tactics
-
Case, T., Dosier, L., Murkinson, G., and Keys, B. (1988). How managers influence superiors: A study of upward influence tactics. Leadership and Organizational Development Journal 9(4): 25-31.
-
(1988)
Leadership and Organizational Development Journal
, vol.9
, Issue.4
, pp. 25-31
-
-
Case, T.1
Dosier, L.2
Murkinson, G.3
Keys, B.4
-
4
-
-
0013448949
-
Influence without authority: The use of alliances, reciprocity, and exchange to accomplish work
-
Cohen, A., and Bradford, D. (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.1
Bradford, D.2
-
7
-
-
0011597542
-
How managers influence subordinates: An empirical study of downward influence tactics
-
Dosier, L., Case, T., and Keys, B. (1988). How managers influence subordinates: An empirical study of downward influence tactics. Leadership and Organizational Development Journal 9(5): 22-28.
-
(1988)
Leadership and Organizational Development Journal
, vol.9
, Issue.5
, pp. 22-28
-
-
Dosier, L.1
Case, T.2
Keys, B.3
-
8
-
-
77957045409
-
Cognitive theories of persuasion
-
L. Berkowitz (ed.), San Diego, CA: Academic Press
-
Eagly, A., and Chaiken, S. (1984). Cognitive theories of persuasion. In L. Berkowitz (ed.), Advances in Experimental Social Psychology (vol. 17, pp. 267-359). San Diego, CA: Academic Press.
-
(1984)
Advances in Experimental Social Psychology
, vol.17
, pp. 267-359
-
-
Eagly, A.1
Chaiken, S.2
-
9
-
-
84964116972
-
The relationship between goals, influence tactics, and personal and organizational variables
-
Erez, M., and Rim, Y. (1982). The relationship between goals, influence tactics, and personal and organizational variables. Human Relations 35: 877-878.
-
(1982)
Human Relations
, vol.35
, pp. 877-878
-
-
Erez, M.1
Rim, Y.2
-
10
-
-
0010857284
-
The two sides of the tactics of influence: Agent vs. target
-
Erez, M., Rim, Y., and Keider, L. (1986). The two sides of the tactics of influence: Agent vs. target. Journal of Occupational Psychology 59: 25-39.
-
(1986)
Journal of Occupational Psychology
, vol.59
, pp. 25-39
-
-
Erez, M.1
Rim, Y.2
Keider, L.3
-
12
-
-
0001886993
-
Trade routes: The manager's network of relationships
-
Kaplan, R.E. (1986). Trade routes: The manager's network of relationships. Organizational Dynamics (Spring): 37-52.
-
(1986)
Organizational Dynamics (Spring)
, pp. 37-52
-
-
Kaplan, R.E.1
-
13
-
-
0000590429
-
Compliance, identification, and internalization: Three processes of attitude change
-
Kelman, H.C. (1958). Compliance, identification, and internalization: Three processes of attitude change. Journal of Conflict Resolution 2: 51-60.
-
(1958)
Journal of Conflict Resolution
, vol.2
, pp. 51-60
-
-
Kelman, H.C.1
-
14
-
-
0000470161
-
Lateral influence in organizations
-
Keys, B., Case, T., Miller, T., Curran, K.E., and Jones, C. (1987). Lateral influence in organizations. International Journal of Management 4: 425-431.
-
(1987)
International Journal of Management
, vol.4
, pp. 425-431
-
-
Keys, B.1
Case, T.2
Miller, T.3
Curran, K.E.4
Jones, C.5
-
15
-
-
84936823557
-
Upward influence styles: Relationship with performance evaluations, salary, and stress
-
Kipnis, D., and Schmidt, S.M. (1988). Upward influence styles: Relationship with performance evaluations, salary, and stress. Administrative Science Quarterly 33: 528-542.
-
(1988)
Administrative Science Quarterly
, vol.33
, pp. 528-542
-
-
Kipnis, D.1
Schmidt, S.M.2
-
16
-
-
33947388234
-
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 65: 440-452.
-
(1980)
Journal of Applied Psychology
, vol.65
, pp. 440-452
-
-
Kipnis, D.1
Schmidt, S.M.2
Wilkinson, I.3
-
18
-
-
0001065023
-
Ingratiatory behaviors in organizational settings
-
Liden, RC., and 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
-
19
-
-
84925911241
-
The exercise of upward influence in organizations
-
Mowday, RT. (1978). The exercise of upward influence in organizations. Administrative Science Quarterly 23: 137-156.
-
(1978)
Administrative Science Quarterly
, vol.23
, pp. 137-156
-
-
Mowday, R.T.1
-
20
-
-
0001473276
-
Field studies of French and Raven's bases of power: Critique, reanalysis, and suggestions for future research
-
Podsakoff, P., and Schriesheim, C. (1985). Field studies of French and Raven's bases of power: Critique, reanalysis, and suggestions for future research. Psychological Bulletin 97: 387-411.
-
(1985)
Psychological Bulletin
, vol.97
, pp. 387-411
-
-
Podsakoff, P.1
Schriesheim, C.2
-
22
-
-
84973710578
-
Manager's pursuit of individual and organizational goals
-
Schmidt, S.M., and Kipnis, D. (1984). Manager's pursuit of individual and organizational goals. Human Relations 37: 781-794.
-
(1984)
Human Relations
, vol.37
, pp. 781-794
-
-
Schmidt, S.M.1
Kipnis, D.2
-
23
-
-
0000984722
-
Influence tactics used by subordinates: A theoretical and empirical analysis and refinement of the Kipnis, Schmidt, and Wilkinson subscales
-
Schriesheim, C., and Hinkin, T.R (1990). Influence tactics used by subordinates: A theoretical and empirical analysis and refinement of the Kipnis, Schmidt, and Wilkinson subscales. Journal of Applied Psychology 75: 246-257.
-
(1990)
Journal of Applied Psychology
, vol.75
, pp. 246-257
-
-
Schriesheim, C.1
Hinkin, T.R.2
-
24
-
-
0001560121
-
The concept of "coalition" in organization theory and research
-
Stevenson, W., Pearce, J., and Porter, L. (1985). The concept of "coalition" in organization theory and research. Academy of Management Review 10: 256-268.
-
(1985)
Academy of Management Review
, vol.10
, pp. 256-268
-
-
Stevenson, W.1
Pearce, J.2
Porter, L.3
-
25
-
-
34248585098
-
Impression management and influence in the organization
-
S.B. Bacharach and EJ. Lawler (eds.), Greenwich, CT: JAr
-
Tedeschi, J.T., and Melburg, V. (1984). Impression management and influence in the organization. In S.B. Bacharach and EJ. Lawler (eds.), Research in the Sociology of Organizations (vol. 3, pp. 31-58). Greenwich, CT: JAr.
-
(1984)
Research in the Sociology of Organizations
, vol.3
, pp. 31-58
-
-
Tedeschi, J.T.1
Melburg, V.2
-
28
-
-
0002894819
-
Interpersonal attraction and techniques of ingratiation in organizational settings
-
B.M. Staw and G.R. Salancik (eds.), Chicago: St. Clair Press
-
Wortman, C.B., and Linsenmeier, J.A. (1977). Interpersonal attraction and techniques of ingratiation in organizational settings. In B.M. Staw and G.R. Salancik (eds.), New Directions in Organizational Behavior (pp. 133-178). Chicago: St. Clair Press.
-
(1977)
New Directions in Organizational Behavior
, pp. 133-178
-
-
Wortman, C.B.1
Linsenmeier, J.A.2
-
31
-
-
0001686205
-
Influence tactics in upward. down ward, and lateral influence attempts
-
Yukl, G. and Falbe, C.M. (1990). Influence tactics in upward. down ward, and lateral influence attempts. Jourrnal of Applied Psychology 75: 132-140.
-
(1990)
Jourrnal of Applied Psychology
, vol.75
, pp. 132-140
-
-
Yukl, G.1
Falbe, C.M.2
-
32
-
-
0001392975
-
The importance of different power sources in downward and lateral relations
-
Yukl, G.. (1991). The importance of different power sources in downward and lateral relations. journal of Applied Psyc/wlogy 76: 416-423.
-
(1991)
Journal of Applied Psyc/Wlogy
, vol.76
, pp. 416-423
-
-
Yukl, G.1
-
34
-
-
0003101169
-
Preliminary report on the development and validation of the Influence Behavior Questionnaire
-
(in press), K. Clark and M. Clark (eds.), Greensboro, NC: Center for Creative Leadership
-
Yukl, G., Lepsinger, R., and Lucia T. (in press). Preliminary report on the development and validation of the Influence Behavior Questionnaire. In K. Clark and M. Clark (eds.), The Impact of Leadership. Greensboro, NC: Center for Creative Leadership.
-
The Impact of Leadership
-
-
Yukl, G.1
Lepsinger, R.2
Lucia, T.3
|