• Summary
  • Contents
  • Subject index

This volume is a readily accessible compilation of current, original research in the area of power and influence in organizations. Power and Influence in Organizations offers a rich exploration of emerging trends and new perspectives. Contributors include leading scholars in organizational behavior and theory and major contemporary intellectual pioneers in research on power and influence, including Samuel B. Bacharach, Robert Cialdini, Edward J. Lawler, and Jeffrey Pfeffer. Each contributor provides insight into his or her own research, an overview of general trends, and thoughts about the direction of future research. Topics examined include manipulation of employee perceptions and values; the links between power and accountability; sharing power; the effects of gender on power and influence; illusions of influence; and impression management. Advanced students and scholars ...

Illusions of Influence
Illusions of influence
Robert B.Cialdini

The idea of influence is ubiquitous in organizational analysis. Efforts to understand the causes of organizational actions and outcomes inevitably lead to concern with the causal factors responsible for those outcomes—who or what has influence in the situation. Some of the relevant literature pursues the direction set by the demonstration of the fundamental attribution error (Ross, 1977) and explores when observers attribute influence to persons, for instance, in leadership roles in contrast to situational factors. Thus, some research asks the question: In what circumstances do observers attribute influence over events and outcomes to individual leadership (Calder, 1977; Pfeffer, 1977)? Meindl, Ehrlich, and Dukerich (1985) argued that leadership effects would be attributed more under conditions of organizational performance extremes—either very ...

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