Thomas L. Case

How to become an influential manager

Executive Overview Because of the increasing diversity of the goals and values of employees and their increasing interdependence, the effectiveness of formal authority is diminishing. It must be replaced with influence. In this article, we have summarized our research and that of others which have focused on managerial influence behaviors. Those tactics which are used most frequently and those which are most effective in having an impact on superiors, subordinates, and peers are discussed. Five steps which must be taken to develop and maintain managerial influence are outlined.

Internal and External Change Agents

A survey questionnaire was designed and distributed to samples of internal and external change agents which measured the extent to which they professed values traditionally associated with the field of OD. The survey also included questions concerning the types of interventions utilised in the change programmes that respondents had been associated with in the previous five years as well as how these programmes had been evaluated. As predicted, external change agents were more likely to profess traditional OD values and to be associated with change programmes which included human processual interventions. Contrary to expectations, internal change agents were less likely than external change agents to be associated with the utilisation of technostructural interventions. Support was also generated for the prediction that internal change agents are more likely to carry out extensive programme evaluations.

Managers’ outward influence tactics and their consequences: an exploratory study

An exploratory investigation of the outward influence tactics used by practicing managers. Narrative accounts of 117 successful and unsuccessful influence attempts were content analyzed and categorized using Flanagan’s critical incident approach. Chi‐square analyses and Spearman Rank‐Order correlations were used to compare successful and unsuccessful influence tactics and determine the reasons these methods were employed. Similar to previous investigations, which focused on lateral and upward influence tactics, communicating facts and data in a rational manner was the most frequently used outward influence approach. Success was more likely when a combination of tactics was used and when more than one agent was involved. Successful attempts were associated with the achievement of objectives, creation of a positive image, and improved business relationships. Negative attempts were associated with a jeopardized future business relationship and generation of negative feelings. The implications of the findings and future research directions are identified.