V. REFERENCES


Berlew, D.E. How to increase your influence. Training & Development Journal, 1985,
vol.39, 60-63.

Berlew, D.E. Notes on the origins of the Positive Power and Influence Program.
Common Ground, 1985 (October), 4-6.

Berlew, D.E. On the origins of the ISQ. Common Ground, 1985 (June), 4.

Berlew, D.E. The power failure in organizations. Training & Development Journal, 1984,
vol. 38, 34-38.

Berlew, D.E. Leadership and organizational excitement. California Management Review,
1974, vol. 17/2, 21-30.

Berlew, D.E. & Heller, D. Style flexibility—tools for successful leaders. Legal Economics,
1985 (November/December), 34-38.

Ciampa, D. Manufacturing’s New Mandate: The Tools for Leadership. New York: Wiley,
1988. See Chapter 5: “Influence” concerning the PPIP influence model’s
relationship to TQM and JIT.

Cohen, A.R. and Bradford, D.L. Influence Without Authority. New York: Wiley, 1990.

Conger, J. The Charismatic Leader. San Francisco: Jossey-Bass, 1991.

Feinzig, S.L. and Alliger, G.M. The Influence Style Questionnaire: A confirmatory
factor analysis. Master’s Thesis, Department of Psychology, SUNY Albany:
Master’s Thesis.

Gabarro, J.J. and Kotter, J.P. Managing your boss. Harvard Business Review, 1980
(January/February), 92-106.

Gardner, H. Frames of Mind: The Theory of Multiple Intelligences. New York: Harper and
Row, 1985.

Gaw, B.A. Processing Questions: An Aid to Completing the Learning Cycle. Annual
Handbook for Facilitators, University Associates, 1979.

Harrison, R. The Collected Papers of Roger Harrison. San Francisco: Jossey-Bass (in press).

Knowles, M. The Adult Learner: A Neglected Species. Houston, TX: Gulf Publishing
Company, 1978.

Kolb, D. Experiential Learning: Experience as the Source of Learning and Development.
Englewood Cliffs, NJ: Prentice-Hall, 1984.

Kotter, J.P. Power and Influence: Beyond Formal Authority. New York: Free Press, 1985.

Kotter, J.P. Power, dependence, and effective management. Harvard Business Review,
1977 (July/August), 125-136.

McClelland, D.C. Power: The Inner Experience. New York: Wiley & Sons, 1975.

McClelland, D.C. The two faces of power. Journal of International Affairs, 1970, vol. 24,
no. 1, 29-47.

McClelland, D.C. and Burnham, D.H. Power is the great motivator. Harvard Business
Review, 1976 (March-April), 100-111. (Also recently reprinted with a commentary in
Harvard Business Review, 1995 (January/February), 126-139.)

Pfeffer, J. Managing with Power: Politics and Influence in Organizations. Boston: Harvard Business School Press, 1992.

Roloff, M.E. and Miller, G.R. (eds.) Persuasion: New Directions in Theory and Research.
Beverly Hills: Sage, 1980.

Salancik, G. and Pfeffer, J. Who gets power and how they hold on to it: A strategic
contingency model of power. Organizational Dynamics, 1977 (Winter), 3-21.

Steil, L.K., Summerfield, J., and deMare, G. Listening: It Can Change Your Life. New
York: Wiley, 1983.

van Ommeren, R.J.J.M. The Bones of the Dutch Version of the I.S.Q. The Netherlands:
Bureau Zuidema, 1983.

Whetten, D.A. and Cameron, K.S. Developing Management Skills: Gaining Power and
Influence. New York: HarperCollins College Publishers, 1993.