Organizational Influence Processes

Front Cover
With more than two-thirds fresh material, this new updated edition of Organizational Influence Processes provides an overview of the most important scholarly work on topics related to the exercise of influence by individuals and groups within organizations. In selecting articles for inclusion the editors were guided by the conviction that the most useful and interesting way to view organizational influence is to take a directional approach - that is, to consider the process from the perspective of downward, lateral, and upward influence. They have organized the readings around this framework, preceded by an introductory group of articles dealing more generally with the nature of influence processes and power. The book includes both classic readings and the latest cutting edge research from some of the most respected experts writing in the field. It will be equally useful for any upper level undergraduate or graduate course concerned with organizational behavior, group behavior, leadership or power and politics.
 

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Contents

Influence Power and Politics in Organizational Settings
3
Developing and Exercising Power and Influence
15
Power Politics in Organizational Life Tactics in Organizational Leadership
33
The Use of Power
44
Illusions of Influence
59
Human Resource Department Power and Influence Through Symbolic Action
74
Consequences of Influence Tactics Used with Subordinates Peers and the Boss
96
Downward Influence
117
Effects of Group Pressure upon the Modification and Distortion of Judgments
295
Groupthink Bay of Pigs and Watergate Reconsidered
304
Tightening the Iron Cage Concertive Control in SelfManaging Teams
314
Monkey See Monkey Do The Influence of Work Groups on the Antisocial Behavior of Employees
344
Uses and Misuses of Power in TaskPerforming Teams
365
Influence Without Authority The Use of Alliances Reciprocity and Exchange to Accomplish Work
384
Political Skill at Work
395
Upward Influence
407

Power Dependence and Effective Management
127
On the Folly of Rewarding A While Hoping for B
142
Petty Tyranny in Organizations
151
The Illusion of SelfManagement Using Teams to Disempower
172
Problems with the Pygmalion Effect and Some Proposed Solutions
182
Influences of Supervisor Behaviors on the Levels and Effects of Workplace Politics
209
What Makes a Leader?
229
A Model of Charismatic Leadership
242
Motivation and Transformational Leadership Some Organizational Context Issues
263
Lateral Influence
275
Organizational Socialization and the Profession of Management
283
Sources of Power of Lower Participants in Complex Organizations
419
The Politics of Upward Influence in Organizations
431
UpwardInfluence Styles Relationship with Performance Evaluations Salary and Stress
446
Upward Impression Management Goals Influence Strategies and Consequences
462
Citizenship and Impression Management Good Soldiers or Good Actors?
480
Effects of Impression Management on Performance Ratings A Longitudinal Study
504
Ethical Perceptions of Organizational Politics A Comparative Evaluation of American and Hong Kong Managers
532
Index
547
About the Editors
555
Copyright

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