Influence without Authority, Second Edition

Notes

Chapter 2

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Chapter 3

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Chapter 4

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Chapter 5

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Chapter 7

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Chapter 8

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Chapter 9

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Chapter 11

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Chapter 12

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Chapter 13

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^[9] This inscription from a statue called Mantiklos Apollo was cited by Janet Tassel in Mighty Midgets," Harvard Magazine (May–June, 1989).

^[10] Alvin Gouldner, "The Norm of Reciprocity: A Preliminary Statement," American Sociological Review vol. 25 (1960).

^[11] Gresham M. Sykes, Society of Captives: A Study of a Maximum Security Prison (Atheneum, New York, 1969).

^[12] Gary Yukl and J. Bruce Tracy, "Consequences of Influence Tactics Used with Subordinates, Peers, and the Boss," Journal of Applied Psychology, vol. 77, no. 4 (1992), pp. 525–535. (See the table on p. 99 of Porter et al. derived from factor analysis, Q sorts, analysis of content validity, etc.)

^[13] The concept of exchange is central to this book and will be given detailed treatment in subsequent chapters. Some of the classic literature on which we draw are George C. Homans, "Social Behavior as Exchange," American Journal of Sociology (1958), p. 63; Peter M. Blau, Exchange and Power in Social Life (New York: John Wiley & Sons, 1964); Peter M. Blau, Bureaucracy in Modern Society (New York: Random House, 1956); and Peter M. Blau, The Dynamics of Bureaucracy 2nd ed. (Chicago: University of Chicago Press, 1963).

^[14] By their very nature, models are simplified abstractions from reality, highlighting what is important and ...