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Leadership, Influence, andCommunication
in Business
2007 The McGraw-Hill Companies, Inc., All RightResere!.
McGraw-Hill/Irwin
Introduction to Business
Chapter Six
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6 - 3
Chapter 6
Leadership, Influence, and Communication
in Business1. Appreciate a managers ability to effectively lead, influence, and
persuade other people influences a companys efficiency,effectiveness, and profitability.
2. Identify the five sources of a leaders power and understand how
leadership involves the effective use of power to influence otherpeople.
3. Differentiate between four main approaches to leadership andrecognie effective leadership involves matching a leadershipapproach to the characteristics of employees and the wor! situation.
". Identify five characteristics of effective leaders.
#. $nderstand the vital role communication plays in influencing othersin a business organiation and describe a model of persuasivecommunication.
%. Define organiational politics and understand how political tactics areused to influence and persuade others.
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Chapter 6
Leadership, Influence, and Communication
in Business
& 'eadershipthe use of ones personality,
beliefs, values, social s!ills, !nowledge, and
power to influence other peoples thoughts,feelings, and behavior.
& (ffective leadera person who can persuade
his or her subordinates to wor! hard andperform at high levels.
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership
& )anagers are responsible to the sta!eholders
& *o effectively and efficiently use the resources of land,
labor and capital
& *o plan, organie, lead and control the organiation to
the accomplishment of it mission
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Chapter 6
Leadership, Influence, and Communication
in Business
Power
& *he ability of one person to ma!e other people or
groups do something that they would not haveotherwise done.
& +ive types one-s ability to ma!e others do
something they would not otherwise have done& (valuate leadership style and relate to types of
power. hat is the relationship/
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Chapter 6
Leadership, Influence, and Communication
in BusinessPower
& 'egitimatethe rightful authority to direct and control employees
activities.
& 0eward
a leaders ability to recognie and ac!nowledge employeeswho perform their obs in a way that meets or eceeds the reuirements of
their ob and company.
& 0eferentleaders ability to influence and persuade other people
because of personal ualities that ma!e them attractive to others and
effective in social situation.
& (perta persons recognied epertise or superior s!ill in a particular
functional area of business
& 4oerciveleaders ability to sanction or punish employees who fail to
meet ob and company reuirements.
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Chapter 6
Leadership, Influence, and Communication in
Business
Power
& Inherent in these five functions of power is an incentive
system 5a system of rewards and sanctions that shapes,influences, and controls the way employees behave at wor!
& *he charismatic leader usually possesses more than one
type 5an eceptionally effective leader whose referent and
epert power results in followers perceiving them assomeone who personifies a company and what it stands
for6
6 9
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Chapter 6
Leadership, Influence, and Communication
in Business
Power
& 7ower is influence and impacts upon wor! attitudes
and behaviors
6 1
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Chapter 6
Leadership, Influence, and Communication
in Business
Power
& 4ritically important wor! behaviors
& 'evel of ob effort
& 8oth uality and uantity and reliability of wor!
performance
& $neplained absences& Intention to uit ob and leave company
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership and Power
& (ffective leadership results when managers use their
power in ways that promote wor! behaviors and
attitudes that lead to higher employee performance
6 1!
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership and Power
& *he critical ingredient is the correct use of thedifferent sources of power
& (valuate illustration of leadership theoryand
relate to the types of power
6 13
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership Theory
& *he contingency theory aligns employee characteristicswith the wor!place setting
& *he theory that effective leadership occurs when
managers adopt a leadership approach that matches the
characteristics of their employees and the wor! setting.
& +our possible approaches to leadership and has the
ability to enhance wor! behaviors and attitudes
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership Theory
& Approaches to leadership include
Directive 5provide guidance 9 training, scheduling,maintaining clear wor! performance standards, etc6
:upportive 5being friendly and approachable, treating
wor!er as eual, acting in a nonthreatening way6
7articipative 5involving employees in wor! scheduling,encouraging suggestions and consulting.
Achievementoriented 5setting challenging goals,
demonstrating confidence in employees6
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership Theory
& *wo determining parts of this theory are the employee
characteristics and wor!place settings to effectively
blend the correct approach to leadership
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Chapter 6
Leadership, Influence, and Communication
in Business
Leadership Theory
& (mployee characteristics include;
s!ill level
achievement need
locus of control nature of tas!s
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Chapter 6
Leadership, Influence, and Communication
in Business
Five characteristics of effective leaders
16 intuition, intelligence, and cognitive ability
26 energy, drive, and need for achievement
36 good ethics and moral integrity
"6 emotional intelligence and empathy
#6 selfconfidence and internal locus of control
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Chapter 6
Leadership, Influence, and Communication
in Business
Characteristics of effective leaders
& *he more that managers possess these characteristics
the more li!ely they are to function effectively as
leaders
& (valuate +our *raits of (ffective 'eadersand relate totypes of power and influence
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Chapter 6
Leadership, Influence, and Communication
in BusinessInfluence
& A leaders goal is to influence and persuade employees to
develop wor! attitudes and behaviors that increase a
companys efficiency and effectiveness
& (valuate influencewithin leadership relating to the types
of power and !ey behaviors
& (valuate the role of leadership in the 8rea!ing *hruvideo and relate to influence and communication
6 - !
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Chapter 6
Leadership, Influence, and Communication
in Business
Influence
& )anagers share information by effective
communication and assuring there is understanding ofthe message
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6 !1
Chapter 6
Leadership, Influence, and Communication
in Business
Communication
& *he communications
model
:ender
)essage
0eceiver
6 - !!
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6 !!
Chapter 6
Leadership, Influence, and Communication
in Business
Communication
& *o communicate effectively there must be feedbac!
& *he most persuasive communication method is facetoface meetings
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6 !3
Chapter 6
Leadership, Influence, and Communication
in Business
Organizational Politics
& *he activities that managers and employees at
all levels engage in to increase their power andtheir ability to influence and persuade others sothey can achieve their goals
& (valuate 4I=>udi ?itos five survival techniues and
relate to 'eadership
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6 !4
Chapter 6
Leadership, Influence, and Communication
in Business
Organizational Politics
& 7olitical tactics are the specific courses of action
managers and employees engage in to gain the supportof, and overcome the resistance of opposition of, other
people
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Chapter 6
Leadership, Influence, and Communication
in Business
Organizational Politics
& 7olitical tactics include
attac!ing and blaming others versus ma!ing everyone awinner
reducing uncertainty
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Chapter 6
Leadership, Influence, and Communication
in Business
Organizational Politics
& 7olitical tactics include
using obective information, without a replacement in a
central position
building coalitions and alliances
& (valuate the role of leadership in the(ceptional (ntrepreneurvideo and relate to influence
and communication
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