Table 2 Examples of the variation in influence strategies used by managers in our study, and how they relate to different bases of power [28]
From: Clinicians in management: a qualitative study of managers’ use of influence strategies in hospitals
Influence strategy | Type of power |
|---|---|
Upwards in the hierarchy | |
Advance professional considerations/concerns | Expert |
Use a doctor as one’s agent to increase argumentative strength | Expert |
Use different titles strategically | Expert |
“Whine”/argue that “everybody else gets more resources” | Informational |
Avoid shouting “wolf” too often | Informational |
Sabotage | Coercive |
Downwards in the hierarchy | |
- Be a professional role model (e.g. performing surgery) | Expert |
- Challenge arguments (e.g. “I have done this procedure before”) | Expert |
- Be a general role model (e.g. arriving early to work) | Referent |
- Be a facilitator (e.g. doing the “crappy” work) | Referent |
- Rephrase and redefine language | Informational |