ERIC Number: ED102733
Record Type: RIE
Publication Date: 1972-Apr
Reference Count: 0
The Locus and Basis of Influence on Organizational Decisions. Paper No. 351.
A conceptual approach to studying interpersonal influence is outlined as a framework within which results of a study of purchase decisions in business firms are presented. Data concerning the bases of influence in these organizations--especially data showing the importance of a person's stake in the decision--do not fit neatly into the well-known influence categories proposed by French and Raven. Disagreements among informants about who had most influence on each decision also raises questions about the general applicability of certain often-used measures of influence in organizations. (Author)
Descriptors: Communication (Thought Transfer), Conflict Resolution, Decision Making, Group Dynamics, Groups, Individual Power, Interpersonal Relationship, Measurement, Organizational Communication, Organizations (Groups), Power Structure, Tables (Data)
Secretary of the Institute Paper Series, Krannert Graduate School of Industrial Administration, Purdue University, West Lafayette, Indiana 47907 (Paper No. 351, Free)
Publication Type: Reports - Research
Education Level: N/A
Authoring Institution: Purdue Univ., Lafayette, IN. Herman C. Krannert Graduate School of Industrial Administration.