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]

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