“…The empirical focus is on middle managers' efforts to influence ways of working in their organisation as a means to stay competitive in the global software communication market. Previous research has enhanced the knowledge about learning-committed leadership (Ellinger, 2005), about attempts to intentionally influence both learning (e.g., Doornbos et al, 2004;Ellinger & Bostrom, 2002;Noer, 2005) and personal competence (Bredin & Söderlund, 2007), often with a focus on face-to-face communication and with the manager as an interaction partner (Koopmans et al, 2006). This paper, by contrast, analyses managers' efforts to influence how work is carried out through indirect acts of influence, i.e., through indirect pedagogic interventions that may change the conditions for experiential learning (Döös & Ohlsson, 1999).…”