981 Chap06 Biz (Final)

Lecture 06

Leadership, Influence, and Communication

in Business

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

McGraw-Hill/IrwinIntroduction to Business

Chapter Six

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Chapter 6 Leadership, Influence, and Communication

in Business

1. Appreciate a manager’s ability to effectively lead, influence, and persuade other people influences a company’s efficiency, effectiveness, and profitability.

2. Identify the five sources of a leader’s power and understand how leadership involves the effective use of power to influence other people.

3. 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.

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1. Identify five characteristics of effective leaders.

2. Understand the vital role communication plays in influencing others in a business organization and describe a model of persuasive communication.

3. Define organizational politics and understand how political tactics are used to influence and persuade others.

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People Person –Win peopleFounder of Virgin Group

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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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Power

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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Power• Legitimate( 合法 )• Reward• Referent （指示）• Expert

• Coercive( 強制、高壓 )

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Chapter 6 Leadership, Influence, and Communication in

Business

Power• Inherent （本身存在） in these five functions of

power is an incentive system

• The charismatic （有魅力的） leader usually possesses more than one type

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Power• Power is influence and impacts upon work attitudes

and behaviors

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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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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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Leadership and Power• The critical ingredient （原料） is the correct

use of the different sources of power• Evaluate illustration （說明） of

leadership theory and relate to the types of power

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Leadership Theory• The contingency （意外） theory aligns （配

合） employee characteristics with the workplace setting

• Four possible approaches to leadership and has the ability to enhance work behaviors and attitudes

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Leadership Theory• Approaches to leadership include

- Directive （指導）- Supportive- Participative （參與）- Achievement-oriented （成就導向）

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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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Leadership Theory• Employee characteristics include:

- skill level- achievement need - locus of control- nature of tasks/job- group cohesiveness （團結）

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Five characteristics of effective leaders 1) Intuition （直覺） , intelligence, and cognitive ability

2) energy, drive （幹勁） , and need for achievement

3) good ethics and moral integrity （正直）4) emotional intelligence and empathy （憐憫）5) self-confidence and internal locus of control （內在自

制）

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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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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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Influence• Managers share information by effective

communication and assuring there is understanding of the message

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Communication• The communications

model- Sender- Message- Receiver

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Communication• To communicate effectively there must be feedback• The most persuasive communication method is face-

to-face meetings

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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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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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Organizational Politics• Political tactics include

- attacking and blaming others versus making everyone a winner

- reducing uncertainty

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Organizational Politics• Political tactics include

- using objective information, without a replacement in a central position

- building coalitions （聯合） and alliances （結盟）• Evaluate the role of leadership in the

Exceptional Entrepreneur video and relate to influence and communication

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981 Chap06 Biz (Final)

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