Influence

Abstract

Influence is ubiquitous in organizational life because people need to coordinate with, direct, encourage, and/or motivate others as well as be open to their influence in order to get tasks done. The effective exercise of organizational influence requires a communicator to address a range of relevant issues, including a consideration of the characteristics and power of the individuals involved, the complex interdependent relationship shared with the target, and the management of symbolic meanings that a message carries to shape the target's perceptions and preferences. Organizational members see organizational influence as an expressive dimension of their work commitment and as a means of relationship building and impression management.