Abstract
Influence plays a key role in reaching consensus among multiple actors involved in project-based decision-making processes. While prior literature devotes considerable attention to describing influence, little attention has been paid to influence at the individual level of the strategic project manager within the context of megaprojects. This research intended to fill this knowledge gap by identifying and describing the influence strategies that a strategic project manager applies when implementing innovation strategies on megaprojects. A qualitative case study was used to examine the complex social processes involved in a major UK capital investment programme. The findings underline a critical subset of influence strategies, notably higher-management support, inspirational appeal and bargaining. The study proposes a utilitarian structure of social power comprising selective, supportive and executory power bases.
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