This study uses a variety of methods—reactive and unobtrusive—to operationalize the filtering of information during an innovative decision process by a gatekeeper. Specific data are presented on gatekeeping within the focal organization and also between the focal organization and other...

Staff specialists are increasingly concerned about their credibility with executive groups. Events and trends of the past few years have meant more pressures on the staff man. This is partly a consequence of better technical training for line managers. While there has always been plenty of...

In an earlier paper in this Journal the present writer outlined some of the interpersonal factors likely to affect staff specialists' credibility with their clients. These included the specialist's diagnostic ability, his skill in forming multiplex relationships with his clients, the ease with...

This paper discusses the neglected theme of the political context of the interventionist's work in terms of the client-consultant relationship and the consultant-consultant relationship. It is suggested that the internal consultant's ability to influence clients will be a function of his...

Reports on an empirical study of the decision to purchase computers in a single firm. States it is a competitive bidding situation with several suppliers attempting to win a contract that eventually reached £3.5 million pounds. Illustrates how the politics of the firm can influence significant...