Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • February 1994 (Revised May 1994)
  • Background Note
  • HBS Case Collection

Exercising Influence

By: Linda A. Hill
  • Format:Print
  • | Pages:13
ShareBar

Abstract

Provides a framework for understanding the exercise of interpersonal influence in organizations. Describes some of the "myths and realities" of management that new managers discover--specifically, that managers are dependent on a complex network of relationships to get work done, and that they must influence others by relying on sources of power other than their formal positional authority. Describes influence as exchange within these networks of mutually beneficial relationships. Also discusses tactics for avoiding the abuse of power and influence.

Keywords

Power And Influence

Citation

Hill, Linda A. "Exercising Influence." Harvard Business School Background Note 494-080, February 1994. (Revised May 1994.)
  • Educators
  • Purchase

About The Author

Linda A. Hill

Organizational Behavior
→More Publications

More from the Author

    • December 2020 (Revised February 2021)
    • Faculty Research

    Michael Ku and Global Clinical Supply at Pfizer Inc.: Bringing Hope to Patients (B)

    By: Linda A. Hill and Emily Tedards
    • The Bridge

    Incorporating the Arts to Create Technical Leaders of the Future

    By: Linda A. Hill
    • Fall 2020
    • MIT Sloan Management Review

    Being the Agile Boss

    By: Linda A. Hill
More from the Author
  • Michael Ku and Global Clinical Supply at Pfizer Inc.: Bringing Hope to Patients (B) By: Linda A. Hill and Emily Tedards
  • Incorporating the Arts to Create Technical Leaders of the Future By: Linda A. Hill
  • Being the Agile Boss By: Linda A. Hill
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Digital Accessibility
Copyright © President & Fellows of Harvard College