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."
Profiles of Organizational Influence Strategies Respondent's Guide
by David Kipnis & Stuart M. Schmidt
Copyright © 1999 by David Kipnis & Stuart M. Schmidt
The POIS Profiles
Strategic Influence Theory
Selecting Specific Strategies
Page count: 9
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Stuart M. Schmidt, Ph.D., is a Professor of Human Resource Management at Temple University Fox School of Business and Management. His research interests include leadership, organizational politics, dynamics of virtual authority relationships, cross-cultural team relationships, and the power of wielding power.
David Kipnis (1924-1999), PhD, was a leader in understanding the social psychology of power. Kipnis was a fellow of the American Psychological Association, a James McKeen Cattell Fellow of the American Psychological Society, and a member of the Society of Experimental Social Psychology.