Some reference material collected while working on an MBA at Washington University in St. Louis

Power and Politics

• Jeffrey Pfeffer. Managing with Power: Politics and Influence in Organizations. Harvard Business Press (1992). (notes) (GS)
• Allen, Robert W., et al. "Organizational politics: Tactics and characteristics of its actors." California management review 22.1 (1979): 77-83. DOI: 10.2307/41164852. (GS)

Influence

• Robert Cialdini. Influence: Science and Practice. Pearson Education (2009). (notes) (GS)
• Dutton, Jane E., and Susan J. Ashford. "Selling issues to top management." Academy of management review 18.3 (1993): 397-428. DOI: 10.5465/amr.1993.9309035145. (GS)
• Dutton, Jane E., et al. "Moves that matter: Issue selling and organizational change." Academy of Management journal 44.4 (2001): 716-736. DOI: 10.5465/3069412. (GS)