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| Author: | Cohen, A. R. Bradford, D. L. |
| Title: | Influence without authority: the use of alliances, reciprocity, and exchange to accomplish work. |
| Journal: | Organizational Dynamics
1989 : WINTER, VOL. 17:3, p. 5-17 |
| Index terms: | ORGANIZATIONAL PSYCHOLOGY ORGANIZATIONAL COMMUNICATION |
| Language: | eng |
| Abstract: | A key current problem, finding ways to develop mutual influence without the formal authority to command, is examined. The expectation of reciprocal exchanges between an employee and his or her supervisor enables them to handle the give-and-take transactions of working together. The metaphor of "currencies" provides a useful way to conceptualize what is important. The following topics are examined in detail: establishing exchange rates; the process of exchange; the role of relationships between both parties; the case of inconvertible currencies. |
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