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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
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- Manual$50.00Includes details on reliability, validity, scoring, etc. and a review-only copy of the POIS forms. PDFs are not refundable.In Stock
- Individual Report: Form M (Manager)$15.00Builds a report that interprets an individual's POIS Form M (Manager) scores. You invite participants to take the survey and Transform™ generates their reports.In Stock
- Report About Me: Form M (Manager)$20.00Interprets 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. Note: This product is for a single use, with automated survey administration. For multiple uses, buy instead the Individual Report product in quantity needed.In Stock
- Individual Report: Form C (Co-Worker)$15.00Builds a report that interprets an individual's POIS Form C (Co-Worker) scores. You invite participants to take the survey and Transform™ generates their reports.In Stock
- Report About Me: Form C (Co-Worker)$20.00Interprets 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. Note: This product is for a single use, with automated survey administration. For multiple uses, buy instead the Individual Report product in quantity needed.In Stock
- Individual Report: Form S (Subordinates)$15.00Builds a report that interprets an individual's POIS Form S (Subordinates) scores. You invite participants to take the survey and Transform™ generates their reports.In Stock
- Report About Me: Form S (Subordinates)$20.00Interprets 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. Note: This product is for a single use, with automated survey administration. For multiple uses, buy instead the Individual Report product in quantity needed.In Stock
- Transform Survey Hosting: Form M - Manager (Data)$2.50Minimum purchase of 20. Allows you to administer the POIS Form M as an online survey using Mind Garden's Transform™ System. Includes data collection: data file with participants' raw data and raw scale scores. Optionally, Individual Reports can be generated from the collected data - requires the purchase of report licenses. Customization services are available.In Stock
- Transform Survey Hosting: Form C - Co-Worker (Data)$2.50Minimum purchase of 20. Allows you to administer the POIS Form C as an online survey using Mind Garden's Transform™ System. Includes data collection: data file with participants' raw data and raw scale scores. Optionally, Individual Reports can be generated from the collected data - requires the purchase of report licenses. Customization services are available.In Stock
- Transform Survey Hosting: Form S - Subordinates (Data)$2.50Minimum purchase of 20. Allows you to administer the POIS Form S as an online survey using Mind Garden's Transform™ System. Includes data collection: data file with participants' raw data and raw scale scores. Optionally, Individual Reports can be generated from the collected data - requires the purchase of report licenses. Customization services are available.In Stock
- License to Administer$2.50Minimum purchase of 50. Allows you to administer the POIS as an online survey via a non-Mind Garden survey system or as a paper and pencil survey. The downloadable PDF file includes one copy of the POIS, scoring key, and permission to administer the POIS up to the quantity purchased. The PDF is non-refundable.In Stock
- Profiles of Organizational Influence Strategies Respondent's Guide$20.00This 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
- Manual: Printed for shipping$60.00Includes 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 Administer:
These translations are available free of charge with your purchase of the license. Translations are provided in a separate pdf-format file. Select the language from the Translation drop-down list. Need multiple translations? Contact us.
- German (Forms C and M only)
- Lithuanian (Forms C and S 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.
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