Chapter 5. INFLUENCING PEOPLE
An important aspect of a manager's job is influencing others. Top management often needs to influence the rank and file; lower management needs to influence middle management, and so on. In this chapter we will consider how attitudes are formed and changed, and how a person can influence others.
"Influence" may sound like manipulation, and some people may find it objectionable on moral grounds. Yet the evidence is clear from several studies that managers who are influential with their bosses are better managers and can be more helpful to their own subordinates. For example, some studies show that those managers who are influential with their supervisors have subordinates who are more satisfied with their jobs.
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