Profiles of Organizational Influence Strategies

 

Authors: David Kipnis & Stuart M. Schmidt

The Profiles of Organizational Influence Strategies (POIS) measures how people use influence in their organizations. The POIS fulfills the need for evidence-based, reliable, and valid instruments to diagnose and develop influence usage in organizational relationships. The POIS items are behavioral and transparent; thus, there are no hidden meanings. Being behavioral in nature, the strategies can be taught to improve organizational effectiveness. The POIS reports provide a “snapshot” of one’s influence style with a particular person (manager) or persons (subordinates or co-workers).

The POIS comes in three forms:

  • Form M (Manager) - Particularly valuable for exploring barriers to effective upward persuasive communication.
  • Form C (Co-worker) - Most relevant to the development of management teams.
  • Form S (Subordinates) - Helpful in the context of supervisory training programs that are designed to improve or alter the patterns of influence used by managers with their subordinates.

Copyright © 1999 by Kipnis & Schmidt

  • Buy It
  • Sample Items
  • Product Specs
  • Translations
  • Related Products
Showing 1 - 14 of 14 items
  • $50.00
    Includes details on reliability, validity, scoring, etc. and a review-only copy of the POIS forms. PDFs are not refundable.
    In Stock
  • $15.00
    Builds a report that interprets an individual's POIS-M scores. You invite others to take the survey and Transform™ generates their reports.
    In Stock
  • $15.00
    Interprets and reports on your POIS-M scores. You complete the survey and Transform™ generates your report. Transform will connect this report to the "Send To" email provided at checkout.
    In Stock
  • $15.00
    Builds a report that interprets an individual's POIS-C scores. You invite others to take the survey and Transform™ generates their reports.
    In Stock
  • $15.00
    Interprets and reports on your POIS-C scores. You complete the survey and Transform™ generates your report. Transform will connect this report to the "Send To" email provided at checkout.
    In Stock
  • $15.00
    Builds a report that interprets an individual's POIS-S scores. You invite others to take the survey and Transform™ generates their reports.
    In Stock
  • $15.00
    Interprets and reports on your POIS-S scores. You complete the survey and Transform™ generates your report. Transform will connect this report to the "Send To" email provided at checkout.
    In Stock
  • $2.50
    Minimum purchase of 20. Let us do the work! Use this license to administer the POIS-M online via our Transform™ system. Includes data collection with raw scale scores by participant. Customization services are available.
    In Stock
  • $2.50
    Minimum purchase of 20. Let us do the work! Use this license to administer the POIS-C online via our Transform™ system. Includes data collection with raw scale scores by participant. Customization services are available.
    In Stock
  • $2.50
    Minimum purchase of 20. Let us do the work! Use this license to administer the POIS-S online via our Transform™ system. Includes data collection with raw scale scores by participant. Customization services are available.
    In Stock
  • $2.50
    Minimum purchase of 50. Allows you to retype and reformat the POIS for online administration via a non-Mind Garden system. Includes permission and scoring key. PDFs are not refundable.
    In Stock
  • $2.50
    Minimum purchase of 50. Allows you to conduct a survey via paper and pencil. Includes permission to print/use the instrument and scoring key. PDFs are not refundable.
    In Stock
  • $20.00
    This guide, when used along with the POIS Individual Report, assists trainees in understanding the meaning of their influence profiles; the guide teaches Strategic Influence Theory to help respondents avoid being trapped in using inappropriate influence strategies because they may be "prisoners of their personalities."
    In Stock
  • $60.00
    Includes details on reliability, validity, scoring, etc. and a review-only copy of the POIS forms. This is a paper product. The manual will be printed, bound, and shipped to you (FedEx shipping costs apply).
    In Stock

Features of the POIS

Purpose: Measure how people use influence in their organizations

Length:

POIS Form C = 27 items

POIS Form M = 27 items

POIS Form S = 33 items

Average completion time: 20-25 minutes

Target population: Working adults

Administration: For individual or group administration

Uses of the POIS

  • Design training programs
  • Follow-up assessment to measure long-range success
  • Individual coaching, team building, and organizational diagnosis

Scales
The use of the influence strategies is measured in two ways:

1. The typical use of influence—the relative strength of influence strategies when he or she first attempts to exercise influence.

2. The influence strategy when resistance is encountered—this answers the question, “How flexible is this person in responding to refusals to comply?”

POIS Scales

Reason

Friendliness

Bargaining

Assertiveness

Coalition

Appeal to Higher Authority

Sanctions (Form S only)

From the Manual

"At some time, all organizational members actively seek to influence their peers, supervisors, and subordinates for a variety of reasons, some of which are personal and some of which are based on their organizational roles. This indicates that organizational leadership is more complicated than is represented in some textbooks, i.e., the ones that focus primarily on the ways in which the higher levels in an organization influence the lower levels. This is called the “leadership process.” However, it seems more likely that everyone is influencing everyone else in the organization, regardless of job title. People seek benefits, information, satisfactory job performance, the chance to do better than others, opportunities to be left alone, cooperation, and many other outcomes too numerous to mention."

"In fact, there may be very little difference in the frequency with which people try to influence their bosses, co-workers, and subordinates, given all these various reasons for trying to influence others. What shows remarkable variation, however, is the kind of tactic that is chosen by a person who is trying to obtain these various outcomes. The tactic will vary, depending on the particular wants of the influencing agent and his or her degree of control over the target of influence."

-- From the POIS Manual

If you are unable to find the translation you need, you can request permission to make a translation.

Available with POIS License to Reproduce and Remote Online Survey License:
These translations are available free of charge with your purchase of the license. Each PDF file contains the English forms and the translated forms on separate pages. To order, select your language from the Translation drop-down list on the product page. Need multiple translations? Contact us.

  • German (Form M only)

No translations available with POIS Transform™ Survey Hosting.

Note: We cannot assure translation quality — many are made by individual researchers and we are not necessarily familiar with the particular language or dialect. Some of the translations are partial and typically do not have validation data. Basically, we offer whatever is available to facilitate your work.

Adjective Check List
Assesses personality traits with a full sphere of descriptive adjectives. The ACL provides a convenient, standardized method for recording and generating meaning for personal attributes of an individual. The ACL form can be used for self or observer ratings and Transform provides self or multi-rater assessment and reporting.
Areas of Worklife Survey
The organizational context of burnout.
Authentic Leadership Questionnaire
Measures the components that comprise Authentic Leadership: self awareness, transparency, ethical/moral behavior, and balanced processing.
Multifactor Leadership Questionnaire
The benchmark measure of transformational leadership.
Multifactor Leadership Questionnaire + Authentic Leadership Questionnaire
Combines the ALQ and MLQ surveys so you can conduct a single survey on Transform™ rather than two separate surveys. For purchase of reports or for PDF licenses, see each instrument separately.
Psychological Capital Questionnaire
Measuring the Resource of Psychological Capital - Hope, Efficacy, Resilience and Optimism
Psychological Ownership Questionnaire
Assessment of two theoretically derived, unique forms of psychological ownership: Preventative and Promotive.
Team Multifactor Leadership Questionnaire
Assesses the leadership style of a team. It represents an extension of transforming leadership definitions from the individual to the collective.
Work Environment Scale
Helps evaluate productivity, assess employee satisfaction, and clarify employee expectations to ensure a healthy work environment.
Work Self-Efficacy Inventory
Measures a range of job behaviors and practices referring to beliefs in one's command of the social requirements necessary for success in the workplace.