Title

How to become an influential manager

Document Type

Article

Publication Date

11-1990

Publication Title

The Executive

Abstract

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.

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