Chapter 15 Finance: Balancing Risk and Return

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Leadership, Influence, and Communication in
Business
Chapter Six
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Chapter 6 Leadership, Influence, and
Communication in Business

1. 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 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.
4. Identify five characteristics of effective
   leaders
5. Understand the vital role communication plays in
   influencing others in a business organization and
   describe a model of persuasive communication.
6. 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
• 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 in Business

• Power
• Five types - one's ability to make others do
  something they would not otherwise have done

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Chapter 6 Leadership, Influence, and
Communication in Business

• Power
• Legitimate
• Reward
• Referent
• Expert
• Coercive

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Chapter 6 Leadership, Influence, and
Communication in Business

• Power
• Inherent in these five functions of power is an
  incentive system
• The charismatic leader usually possesses more
  than one type of

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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 manager 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

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Chapter 6 Leadership, Influence, and
Communication in Business

• Leadership Theory
• The contingency theory of aligns 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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Chapter 6 Leadership, Influence, and
Communication in Business

• Leadership Theory
• Approaches to leadership include
• Directive
• Supportive
• Participative
• Achievement-oriented

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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 in Business

• Characteristics of effective leaders
• The more that managers possess these
  characteristics the more likely they are to
  function effectively as leaders

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Chapter 6 Leadership, Influence, and
Communication 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

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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 effective there must be feedback
• The most persuasive communication method is
  face-to-face meetings

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Chapter 6 Leadership, Influence, and
Communication 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

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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