CHAPTER 9 Motivating the Channel Members Part 3: Managing the Marketing Channel.
Leading and Managing Change. Motivating Change Creating Vision Developing Political Support Managing...
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Transcript of Leading and Managing Change. Motivating Change Creating Vision Developing Political Support Managing...
![Page 1: Leading and Managing Change. Motivating Change Creating Vision Developing Political Support Managing the Transition Sustaining Momentum Effective Change.](https://reader036.fdocuments.in/reader036/viewer/2022070408/56649e6a5503460f94b67844/html5/thumbnails/1.jpg)
Leading and Managing Change
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Motivating Change
Creating Vision
DevelopingPolitical Support
Managing the Transition
Sustaining Momentum
EffectiveChange
Management
Change Management Activities
![Page 3: Leading and Managing Change. Motivating Change Creating Vision Developing Political Support Managing the Transition Sustaining Momentum Effective Change.](https://reader036.fdocuments.in/reader036/viewer/2022070408/56649e6a5503460f94b67844/html5/thumbnails/3.jpg)
Motivating ChangeO Creating Readiness for Change
O Sensitize the organization to pressures for change
O Identify gaps between actual and desired states
O Convey credible positive expectations for change
O Overcoming Resistance to ChangeO Provide empathy and supportO CommunicateO Involve members in planning and decision
making
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Creating a VisionO Discover and Describe the Organization’s Core
IdeologyO What are the core values that inform members
what is important in the organization?O What is the organization’s core purpose or
reason for being?O Construct the Envisioned Future
O What are the bold and valued outcomes?O What is the desired future state?
![Page 5: Leading and Managing Change. Motivating Change Creating Vision Developing Political Support Managing the Transition Sustaining Momentum Effective Change.](https://reader036.fdocuments.in/reader036/viewer/2022070408/56649e6a5503460f94b67844/html5/thumbnails/5.jpg)
Developing Political Support
OAssess Change Agent Power
OIdentify Key StakeholdersOInfluence Stakeholders
![Page 6: Leading and Managing Change. Motivating Change Creating Vision Developing Political Support Managing the Transition Sustaining Momentum Effective Change.](https://reader036.fdocuments.in/reader036/viewer/2022070408/56649e6a5503460f94b67844/html5/thumbnails/6.jpg)
Sources of Power and Power Strategies for Change
Agents
Knowledge
Others’ Support
Personality
Playing it Straight
Using Social Networks
Going Around the Formal System
Knowledge
Others’ Support
Personality
Playing it Straight
Using Social Networks
Going Around the Formal System
Individual Sources of Power Power Strategies
![Page 7: Leading and Managing Change. Motivating Change Creating Vision Developing Political Support Managing the Transition Sustaining Momentum Effective Change.](https://reader036.fdocuments.in/reader036/viewer/2022070408/56649e6a5503460f94b67844/html5/thumbnails/7.jpg)
Managing the TransitionO Activity Planning
O What’s the “roadmap” for change?O Commitment Planning
O Who’s support is needed, where do they stand, and how to influence their behavior?
O Change-Management StructuresO What’s the appropriate arrangement of people
and power to drive the change?
![Page 8: Leading and Managing Change. Motivating Change Creating Vision Developing Political Support Managing the Transition Sustaining Momentum Effective Change.](https://reader036.fdocuments.in/reader036/viewer/2022070408/56649e6a5503460f94b67844/html5/thumbnails/8.jpg)
Change as a Transition State
CurrentState
TransitionState
DesiredFuture
State
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Sustaining Momentum
O Provide Resources for ChangeO Build a Support System for Change
AgentsO Develop New Competencies and
SkillsO Reinforce New BehaviorsO Stay the Course