Organizational Influence Processes [Paperback]

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.Part 1. Influence, Power and Politics in Organizational Settings 1. Developing and Exercising Power and Influence, Jeffrey Pfeffer 2. Power Politics in Organizational Life: Tactics in Organizational Leadership, Gilbert W. Fairholm 3. The Use of Power, David Kipnis 4. Illusions of Influence, Jeffrey Pfeffer and Robert B. Cialdini 5. Human Resource Department Power and Influence Through Symbolic Action, Maria C. Galang and Gerald R. Ferris 6. Consequences of Influence Tactics Used with Subordinates, Peers and the Boss, Gary Yukl and J. Bruce Tracey Part 2. Downward Influence 7. Power, Dependence and Effective Management, John P. Kotter 8. On the Folly of Rewarding A, While Hoping for B: More on the Folly, Steven Kerr 9. Petty Tyranny in Organizations, Blake Ashforth 10. The Illusion of Self-Management: Using Teams to Disempower, Charles C. Manz and Harold L. Angle 11. Problems with the Pygmalion Effect and Some Proposed Solutions, Susan S. White and Edwin A. Locl£#