Studies of influence in organizational settings have tended to concentrate on defining categories of influence based on self-reports and questionnaires. This has tended to decontextualize and generalize the findings and therefore overlooks the inevitably temporally and locally situated nature of all social activity. Using conversation analysis as a methodology and videotaped data of naturally occurring talk, this article seeks to go beyond such taxonomies of influence. More specifically, this article seeks to provide a fine-grained analysis of how subordinates, as well as superiors, can influence decision-making episodes of talk. It is also argued that the results of such research can be fed back into practice and ultimately can be of help in allowing better decision-making practices.
Atkinson, J.M. (1982). Understanding formality: The categorization and production of "formal" interaction. British Journal of Sociology , 33, 86-117.
2.
Bacharach, S., & Lawler, E. (1980). Power and politics in organization. San Francisco: Jossey-Bass.
3.
Barnes, R. (2007). Formulations and the facilitation of common agreement in meetings talk. Text and Talk, 27(3), 273-296.
4.
Billig, M. (1987). Arguing and thinking: A rhetorical approach to social psychology. New York: Cambridge University Press.
5.
Boden, D. (1994). The business of talk: Organizations in action . Cambridge, UK: Polity Press.
6.
Carnegie, D. (1981). How to win friends and influence people. New York: Simon & Schuster.
7.
Day, D. (1998). Being ascribed and resisting membership in an ethnic group. In C. Antaki & S. Widdicombe (Eds.), Identities in talk (pp. 151-170). London: Sage.
8.
Fu, P., & Yukl, G. (2000). Perceived effectiveness of influence tactics in the United States and China. The Leadership Quarterly, 11(2), 251-266.
9.
Godfrey, D., Jones, E., & Lord, G. (1986). Self-promotion is not ingratiation. Journal of Personality and Social Psychology, 50, 106-115.
10.
Goodwin, C. (1979). The interactive construction of a sentence in natural conversation. In G. Psathas (Ed.), Everyday language: Studies in ethnomethodology (pp. 97-121). New York: Irvington.
11.
Gordon, R. (1996). Impact of ingratiation on judgments and evaluations: A meta-analytic investigation. Journal of Personality and Social Psychology, 71, 54-70.
12.
Heritage, J. (1990-1991). Intention, meaning and strategy: observations on constraints on interaction analysis. Research on Language and Social Interaction, 24, 311-332.
13.
Heritage, J., & Watson, D. (1979). Formulations as conversational objects. In G. Psathas (Ed.), Everyday language: Studies in ethnomethodology (pp. 123-162). New York: Irvington.
14.
Hester, S. (1996). Laughter in its place. In G. Paton et al. (Eds.), The social faces of humour. Practices and issues (pp. 243-270). Aldershot, Hampshire, England: Arena.
15.
Hester, S., & Eglin, P. (1997). Membership categorisation analysis: An introduction . In S. Hester & P. Eglin (Eds.), Culture in action: Studies in membership categorisation analysis (pp. 1-24). Washington, DC : University Press of America.
16.
Higgins, C., Judge, T., & Ferris, G. (2003). Influence tactics and work outcomes. A meta-analysis . Journal of Organizational Behavior, 24(1), 89-106.
17.
Higgins, C., & Judge, T. (2004). The effect of applicant influence tactics on recruiter perceptions of fit and hiring recommendations: A field study. Journal of Applied Psychology, 89(4), 622-632.
18.
Holmes, J. (2007). Monitoring organizational boundaries: Diverse discourse strategies used in gatekeeping. Journal of Pragmatics , 39, 1993-2016.
19.
Huisman, M. (2001). Decision-making in meetings as talk-in-interaction . International Studies of Management & Organization, 31(3), 69-90.
20.
Jabs, L. (2005). Communicative rules and organizational decision making. Journal of Business Communication, 42(3), 265-288.
21.
Jayyusi, L. (1984). Categorization and the moral order. Boston: Routledge & Kegan Paul.
22.
Jefferson, G. (2004). Glossary of transcript symbols with an introduction . In G. Lerner (Ed.), Conversation analysis: studies from the first generation (pp. 13-23). Philadelphia : John Benjamins.
23.
Kipnis, D., Schmidt, S., & Wilkinson, I. (1980). Intraorganizational influence tactics: Exploration's in getting one's way. Journal of Applied Psychology, 65(4), 440-452.
24.
Kipnis, D., & Schmidt, S. (1985). The language of persuasion. Psychology Today, 4, 40-46.
25.
Knights, D., & Willmott, H. (1992). Conceptualizing leadership processes. A study of senior managers in a financial services company. Journal of Management Studies, 29(6), 761-782.
26.
Knights, D., & Willmott, H. (1999). Management lives. Power and identity in work organizations . London: Sage.
27.
Lamude, K., & Scudder, J. (1995). Relationship of managerial work roles to tactics used to influence subordinates. Journal of Business Communication , 32(2), 163-173.
28.
Levinson, S. (1992). Activity types and language. In P. Drew & J. Heritage (Eds.), Talk at work. Interaction in institutional settings (pp. 66-100). Cambridge, UK: Cambridge University Press.
29.
Lukes, S. (1974). Power: A radical view. London : MacMillan.
30.
March, J. (1994). A primer on decision making. New York: Free Press.
31.
Mangham, I. (1986). Power and performance in organizations: An exploration of executive process. Oxford: Basil Blackwell.
32.
Mehan, H. (1983). The role of language and the language of role in institutional decision making. Language in Society, 12(2), 187-211.
33.
Pfeffer, J. (1992). Managing with power. Politics and influence in organisations. Boston: Harvard Business School Press.
34.
Pomerantz, A., & Mandelbaum, J. (2005). Conversation analytic approaches to the relevance and uses of relationship categories in interaction. In K. Fitch & R. Sanders (Eds.), Handbook of language and social interaction (pp. 149-171). Mahwah, NJ: Lawrence Erlbaum.
35.
Sacks, H. (1984a). Notes on methodology. In J. M. Atkinson & J. Heritage (Eds.), Structures of social action: studies in conversation analysis (pp. 2-27). Cambridge, UK: Cambridge University Press.
36.
Sacks, H. (1984b). On doing "being ordinary." In J. M. Atkinson & J. Heritage (Eds.), Structures of social action: Studies in conversation analysis (pp. 413-429). Cambridge, UK: Cambridge University Press.
37.
Sacks, H. (1986). On the analyzability of stories by children. In J. Gumperz & D. Hymes (Eds.), Directions in sociolinguistics: The ethnography of communication (pp. 325-345). Oxford: Basil Blackwell.
38.
Sacks, H. (1992). Lectures on conversation. Oxford: Basil Blackwell.
39.
Samra-Fredericks, D. (2005). Strategic practice, discourse and the everyday interactional constitution of power effects. Organization , 12(6), 803-841.
40.
Schegloff, E. (1992). Introduction to Sacks, H. In, Lectures on conversation (pp. ix-lxii). Oxford, UK: Basil Blackwell.
41.
Schwartzman, H. (1989). The meeting. Gatherings in organizations and communities . New York and London: Plenum Press.
42.
Sneijder, P., & te Molder, H. (2005). Disputing food taste: Foods pleasures an achievement in interaction. Appetitie, 45, 51-61.
43.
Strutton, D., Pelton, L., & Lumpkin, J. (1995). Sex differences in ingratiatory behavior: An investigation of influence tactics in the salesperson-customer dyad. Journal of Business Research, 34(1), 35-45.
44.
Wasson, C. (2000). Caution and consensus in American business meetings . Pragmatics, 10(4), 457-481.
45.
Yeung, L. (1998). Linguistic forms of consultative management discourse . Discourse and Society, 9(1), 81-101.
46.
Yeung, L. (2004a). The paradox of control in participative decision-making: Facilitative discourse in banks. Text, 24(1), 113-146.
47.
Yeung, L. (2004b). The paradox of control in participative decision-making: Gatekeeping discourse in banks. International Journal of the Sociology of Language, 166, 83-104.
48.
Yukl, G., & Tracey, J. (1992). Consequences of influence tactics used with subordinates, peers, and the boss. Journal of Applied Psychology, 77(4), 525-535.
49.
Zimmerman, D. (1998). Identity, context and interaction. In C. Antaki & S. Widdicombe (Eds.), Identities in talk (pp. 87-106). London : Sage.
