Materi 6: 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.
6-3
Chapter 6
Leadership, Influence, and Communication
in Business
1.
2.
3.
4.
5.
6.
Appreciate a managers ability to effectively lead, influence, and

persuade other people influences a companys efficiency,
effectiveness, and profitability.
Identify the five sources of a leaders 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.
6-4
Chapter 6
in Business
Leadership the use of ones 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
in Business
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
in Business
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
in Business
Power
Legitimate the rightful authority to direct and control employees
activities.
Reward a leaders 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 leaders ability to influence and persuade other people
because of personal qualities that make them attractive to others and
effective in social situation.
Expert a persons recognized expertise or superior skill in a particular
functional area of business
Coercive leaders 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
in Business
Power
Power is influence and impacts upon work attitudes
and behaviors
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Chapter 6
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
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
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
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
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
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
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
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
in Business
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
in Business
Influence
A leaders goal is to influence and persuade employees to
develop work attitudes and behaviors that increase a
companys 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
in Business
Influence
Managers share information by effective
communication and assuring there is understanding of
the message
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Chapter 6
in Business
Communication
The communications
model
- Sender
- Message
- Receiver
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Chapter 6
in Business
Communication
To communicate effectively there must be feedback
The most persuasive communication method is faceto-face meetings
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Chapter 6
in Business
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 Zitos five survival techniques and
relate to Leadership
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Chapter 6
in Business
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
in Business
Political tactics include
- attacking and blaming others versus making everyone a
winner
- reducing uncertainty
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Chapter 6
in Business
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

Materi 6: Leadership, Influence, and Communication in Business

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Chapter Six

Leadership, Influence, and

2007 The McGraw-Hill Companies, Inc., All Rights

Appreciate a managers ability to effectively lead, influence, and

Leadership the use of ones personality,

The ability of one person to make other people or

Leadership and Power

Leadership and Power

Five characteristics of effective leaders

Characteristics of effective leaders

Evaluate the role of leadership in the

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