Джеффри Пфеффер: Власть, влияние и политика в организациях

Cialdini, Infl uence: Science and Practice.

Bryan Burrough and John Helyar, Barbarians at the Gate: Th e Fall of RJR Nabisco (New York: Harper and Row, 1990), 69.

CamiIle B. Wortman and Joan A. Linsenmeier, “Interpersonal Attraction and Techniques of Ingratiation in Organizational Settings, New Directions in Organizational Behavior, eds. Barry M. Staw and Gerald R. Salancik (Chicago: St. Clair Press, 1977), 133–178.

Robert A. Caro, Th e Power Broker: Robert Moses and the Fall of New York (New York: Random House, 1974), 454.

Ibid., 455.

Ibid., 457.

Ibid., 458.

Gandossy, Bad Business, 19.

Ibid., 26.

Laton McCartney, Friends in High Places: Th e Bechtel Story (New York: Simon and Schuster, 1988), 156.

Mark Stevens, Sudden Death: Th e Rise and Fall of E.F. Hutton (New York: Penguin, 1989), 81.

Ibid., 82–83.

Ibid., 84.

M Sherif et al., Intergroup Confl ict and Cooperation: Th e Robbers’ Cave Experiment (Norman: University of Oklahoma Institute of Intergroup Relations, 1961).

Cialdini, Infl uence: Science and Practice, 171.

Ibid., 172.

Fritz Heider, Th e Psychology of Interpersonal Relations (New York: John Wiley, 1958).

Arlie Hochschild, Th e Managed Heart (Berkeley: University of California Press, 1983).

Ibid., 96–97.

Anat Rafaeli and Robert I. Sutton, «Th e Expression of Emotion in Organizational Life», Research in Organizational Behavior, ed. Barry M. Staw, vol. 11 (Greenwich, CT; JAI Press, 1989), 15–16.

Robert I. Sutton and Anat Rafaeli, «Untangling the Relationship Between Displayed Emotions and Organizational Sales: Th e Case of Convenience Stores», Academy of Management Journal 31 (1988):465.

Anat Rafaeli and Robert I. Sutton, «Expression of Emotion as Part of the Work Role», Academy of Management Review 12 (1987): 23–37.

R.O. Arther and R.R. Caputo, Interrogation for Investigators (New York: William C. Copp and Associates, 1959), 75–76.

K.L. Tidd and J.S. Lockard, «Monetary Signifi cance of the Affi liative Smile», Bulletin of the Psychonomic Society 11 (1978): 344–346.

Robert I. Sutton, «Maintaining Organizational Norms About Expressed Emotions: Th e Case of Bill Collectors», Administrative Science Quarterly 36(1991): 245–268.

Anat Rafaeli and Robert I. Sutton, «Emotional Contrast Strategies as Means of Social Infl uence: Lessons from Criminal Interrogators and Bill Collectors», Academy of Management Journal (in press).

Rafaeli and Sutton, «Expression of Emotion», 31.

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Th omas C. Schelling, Th e Strategy of Confl ict (New York: Oxford University Press, 1963).

Peter W. Bernstein, «Upheaval at Bendix», Fortune (November 1, 1980):

48–56.

Ibid., 52–53.

Hugh D. Menzies, «Th e Boardroom Battle at Bendix», Fortune (January 11, 1982): 56.

Ibid., 60. 6. Ibid., 62.

Ibid.

Horwitch, «Managing the U.S. Supersonic Transport Program (A)», 678–949. Boston: Harvard Business School, 1977.

Robert A. Caro, Th e Power Broker: Robert Moses and the Fall of New York (New York: Random House, 1974), 203.

Aaron Bernstein, Grounded: Frank Lorenzo and the Destruction of Eastern Airlines (New York: Simon and Schuster, 1990), 84–85.

Barry Schwartz, «Waiting, Exchange, and Power: Th e Distribution of Time in Social Systems», American Journal of Sociology 79 (1974): 843–844.

Ibid., 844.

Ibid., 857.

Ibid., 859.

Bryan Burrough and John Helyar, Barbarians at the Gate: Th e Fall of RJR Nabisco (New York: Harper and Row, 1990), 24.

Chicago Daily News (December 27, 1972): 4.

Seymour M. Hersh, Th e Price of Power: Kissinger in the Nixon White House (New York: Summit Books, 1983), 44.

Journal of the House, Alabama State Legislature (1977): 2698.

Bernstein, Grounded, 42.

Gerald R. Salancik, «Commitment and the Control of Organizational Behavior and Belief», New Directions in Organizational Behavior, eds. Barry M. Staw and Gerald R. Salancik (Chicago: St. Clair Press, 1977), 1–54.

Peter Bachrach and Morton S. Baratz, «Two Faces of Power», American Political Science Review 56 (1962): 947–952.

Neil Fligstein, «Th e Intraorganizational Power Struggle: Rise of Finance Personnel to Top Leadership in Large Corporations, 1919–1979», American Sociological Review 52 (1987): 44–58.

David Halberstam, Th e Best and the Brightest (New York: Random House, 1972), 435–436.

Ibid., 437.

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David Halberstam, Th e Best and the Brightest (New York: Random House, 1972), 285.

Ibid., 53.

John W. Meyer and Brian Rowan, «Institutional Organizations: Formal Structure as Myth and Ceremony», American Journal of Sociology 83 (1977) 340–363; Meyer and W. Richard Scott, Organizational Environments: Ritual and Rationality (Beverly Hills. CA: Sage, 1983).

Martha S. Feldman and James G. March, «Information in Organizations as Signal and Symbol», Administrative Science Quarterly 26 (1981): 171–186.

Fred A. Kramer, «Policy Analysis as Ideology», Public Administrative Review 35 (1975): 509.

Richard M. Cyert, Herbert A. Simon, and Donald B. Trow, «Observation of a Business Decision», Journal of Business 29 (1956): 237–248.

Donald Frey, «Th e Teenies’ Challenge to the Bean Counters», Th e Street Journal (July 16, 1990): A12.

Maryann Keller, Rude Awakening: Th e Rise, Fall, and Struggle for Recovery of General Motors (New York: William Morrow, 1989), 216.

Ibid., 105.

Mark Stevens, Sudden Death: Th e Rise and Fall of E.F. Hutton (New York: Penguin, 1989), 277.

Halberstam, Th e Best and the Brightest, 304–305.

Ibid., 562–563.

K. Smith and Robert C. Alexander, Fumbling the Future: How Xerox Invented, Th en Ignored, the First Personal Computer (New York: William Morrow, 1988).

Ibid., 134.

Ibid., 218.

H Th omas Johnson and Robert S, Kaplan, Relevance Lost: Th e Rise and Fall of Management Accounting (Boston: Harvard Business School Press, 1987).

Christopher Byron, Th e Fanciest Dive (New York: W.W. Norton, 1986), 56–57.

Jeff rey Pfeff er and Gerald R. Salancik, Th e External Control of Organizations: A Resource Dependence Perspective (New York: Harper and Row, 1978).

Gerald R. Salancik and Jeff rey Pfeff er, «Th e Bases and Use of Power in Organizational Decision Making: Th e Case of a University», Administrative Science Quarterly 19 (1974): 462–463.

Rosabeth M. Kanter, Men and Women of the Corporation (New York: Basic Books, 1977).

David Halberstam, Th e Reckoning (New York: William Morrow, 1986); Max Holland, When the Machine Stopped (Boston: Harvard Business School Press, 1989).

Jeff rey Pfeff er and Gerald R. Salancik, «Administrator Eff ectiveness: Th e Eff ects of Advocacy and Information on Resource Allocations», Human Relations 30 (1977): 641–656.

N. Dixon, On the Psychology of Military Incompetence (New York: BasicBooks, 1976), 147.

Smith and Alexander, Fumbling the Future.

Meyer and Rowan, «Institutional Organizations».

Smith and Alexander, Fumbling the Future, 190.

Byron, Th e Fanciest Dive, 274–275.

Ibid., 277.

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Maryann Keller, Rude Awakening: Th e Rise, Fall, and Struggle for Recovery of General Motors (New York: William Morrow, 1989), 50.

John M. Barry, Th e Ambition and the Power (New York: Viking, 1989), 67.

Ibid., 99.

David Halberstam, Th e Best and the Brightest (New York: Random House, 1972), 105.

Barry, Th e Ambition and the Power, 78.

Ibid., 81. 7. Ibid., 82.

Ibid., 83.

Ibid.

Philip Selznick, TV A and the Grass Roots (Berkeley: University of California Press, 1949).

Seymour M. Hersh, Th e Price of Power: Kissinger in the Nixon White House (New York: Summit Books, 1983), 29.