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Beyond Taxonomies of Influence

"Doing" Influence and Making Decisions in Management Team Meetings

University of Antwerp, jonathan.clifton{at}ua.ac.be

Studies of influence in organizational settings have tended to concentrate on defining categories of influence based on self-reports and questionnaires. This has tended to decontextualize and generalize the findings and therefore overlooks the inevitably temporally and locally situated nature of all social activity. Using conversation analysis as a methodology and videotaped data of naturally occurring talk, this article seeks to go beyond such taxonomies of influence. More specifically, this article seeks to provide a fine-grained analysis of how subordinates, as well as superiors, can influence decision-making episodes of talk. It is also argued that the results of such research can be fed back into practice and ultimately can be of help in allowing better decision-making practices.

Key Words: conversation analysis • meetings • influence • decisions • identity

Journal of Business Communication, Vol. 46, No. 1, 57-79 (2009)
DOI: 10.1177/0021943608325749


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