Download Leadership, Influence, and Communication in Business

Chapter Six
Leadership, Influence, and
Communication
in Business
McGraw-Hill/Irwin
Introduction to Business
© 2007 The McGraw-Hill Companies, Inc., All Rights Reserved.
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Chapter 6
Leadership, Influence, and Communication
in Business
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Appreciate a manager’s ability to effectively lead, influence, and
persuade other people influences a company’s efficiency,
effectiveness, and profitability.
Identify the five sources of a leader’s power and understand how
leadership involves the effective use of power to influence other
people.
Differentiate between four main approaches to leadership and
recognize effective leadership involves matching a leadership
approach to the characteristics of employees and the work
situation.
Identify five characteristics of effective leaders.
Understand the vital role communication plays in influencing
others in a business organization and describe a model of
persuasive communication.
Define organizational politics and understand how political tactics
are used to influence and persuade others.
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Chapter 6
Leadership, Influence, and Communication
in Business
• Leadership the use of one’s personality,
beliefs, values, social skills, knowledge, and
power to influence other peoples’ thoughts,
feelings, and behavior.
• Effective leader  a person who can persuade
his or her subordinates to work hard and
perform at high levels.
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Chapter 6
Leadership, Influence, and Communication
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Leadership
• Managers are responsible to the stakeholders
• To effectively and efficiently use the resources of
land, labor and capital
• To plan, organize, lead and control the organization to
the accomplishment of it mission
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Chapter 6
Leadership, Influence, and Communication
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Power
• The ability of one person to make other people
or groups do something that they would not
have otherwise done.
• Five types - one's ability to make others do
something they would not otherwise have done
• Evaluate leadership style and relate to types of
power. What is the relationship?
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Chapter 6
Leadership, Influence, and Communication
in Business
Power
• Legitimate  the rightful authority to direct and control
employees’ activities.
• Reward  a leader’s ability to recognize and acknowledge
employees who perform their jobs in a way that meets or exceeds
the requirements of their job and company.
• Referent  leader’s ability to influence and persuade other people
because of personal qualities that make them attractive to others
and effective in social situation.
• Expert  a person’s recognized expertise or superior skill in a
particular functional area of business
• Coercive  leader’s ability to sanction or punish employees who
fail to meet job and company requirements.
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Chapter 6
Leadership, Influence, and Communication in
Business
Power
• Inherent in these five functions of power is an
incentive system (a system of rewards and sanctions
that shapes, influences, and controls the way
employees behave at work
• The charismatic leader usually possesses more than
one type (an exceptionally effective leader whose
referent and expert power results in followers
perceiving them as someone who personifies a
company and what it stands for)
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Chapter 6
Leadership, Influence, and Communication
in Business
Power
• Power is influence and impacts upon work attitudes
and behaviors
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Chapter 6
Leadership, Influence, and Communication
in Business
Power
• Critically important work behaviors
• Level of job effort
• Both quality and quantity and reliability of work
performance
• Unexplained absences
• Intention to quit job and leave company
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership and Power
• Effective leadership results when managers use their
power in ways that promote work behaviors and
attitudes that lead to higher employee performance
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership and Power
• The critical ingredient is the correct use of the
different sources of power
• Evaluate illustration of leadership theory and
relate to the types of power
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership Theory
• The contingency theory aligns employee
characteristics with the workplace setting
• The theory that effective leadership occurs when
managers adopt a leadership approach that matches the
characteristics of their employees and the work
setting.
• Four possible approaches to leadership and has the
ability to enhance work behaviors and attitudes
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership Theory
• Approaches to leadership include
- Directive (provide guidance & training, scheduling,
maintaining clear work performance standards, etc)
- Supportive (being friendly and approachable, treating
worker as equal, acting in a non-threatening way)
- Participative (involving employees in work scheduling,
encouraging suggestions and consulting.
- Achievement-oriented (setting challenging goals,
demonstrating confidence in employees)
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership Theory
• Two determining parts of this theory are the employee
characteristics and workplace settings to effectively
blend the correct approach to leadership
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership Theory
• Employee characteristics include:
-
skill level
achievement need
locus of control
nature of tasks/job
group cohesiveness
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Chapter 6
Leadership, Influence, and Communication
in Business
Five characteristics of effective leaders
1) intuition, intelligence, and cognitive ability
2) energy, drive, and need for achievement
3) good ethics and moral integrity
4) emotional intelligence and empathy
5) self-confidence and internal locus of control
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Chapter 6
Leadership, Influence, and Communication
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Characteristics of effective leaders
• The more that managers possess these characteristics
the more likely they are to function effectively as
leaders
• Evaluate Four Traits of Effective Leaders and relate to
types of power and influence
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Chapter 6
Leadership, Influence, and Communication
in Business
Influence
• A leader’s goal is to influence and persuade employees to
develop work attitudes and behaviors that increase a
company’s efficiency and effectiveness
• Evaluate influence within leadership relating to the types
of power and key behaviors
• Evaluate the role of leadership in the Breaking Thru
video and relate to influence and communication
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Chapter 6
Leadership, Influence, and Communication
in Business
Influence
• Managers share information by effective
communication and assuring there is understanding of
the message
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Chapter 6
Leadership, Influence, and Communication
in Business
Communication
• The communications
model
- Sender
- Message
- Receiver
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Chapter 6
Leadership, Influence, and Communication
in Business
Communication
• To communicate effectively there must be feedback
• The most persuasive communication method is faceto-face meetings
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Leadership, Influence, and Communication
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Organizational Politics
• The activities that managers and employees at
all levels engage in to increase their power and
their ability to influence and persuade others so
they can achieve their goals
• Evaluate CIO Judi Zito’s five survival techniques and
relate to Leadership
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Chapter 6
Leadership, Influence, and Communication
in Business
Organizational Politics
• Political tactics are the specific courses of action
managers and employees engage in to gain the support
of, and overcome the resistance of opposition of, other
people
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Chapter 6
Leadership, Influence, and Communication
in Business
Organizational Politics
• Political tactics include
- attacking and blaming others versus making everyone a
winner
- reducing uncertainty
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Chapter 6
Leadership, Influence, and Communication
in Business
Organizational Politics
• Political tactics include
- using objective information, without a replacement in a
central position
- building coalitions and alliances
• Evaluate the role of leadership in the Exceptional
Entrepreneur video and relate to influence and
communication