Marketing Manager Course - Chapter 13

McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.
13
Chapter
Leadership
Leadership
McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.
Learning Objectives
After reading this chapter, you should be able to:
z
Distinguish between management and leadership.
z
Recognize how leaders use different power bases
to exercise influence.
z
Differentiate effective from ineffective leaders.
z
Identify and apply the major theories of
leadership.
z
Identify organizational characteristics that
determine the need for and importance of
leadership.
z
Strengthen the values and ethics of an
organization through leadership.
McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.
What Makes A Leader Effective?
z
Ability to influence other people
z
Has a vision – ideas or objectives that

clarify to others where they should be
headed
z
“Sells” the vision by articulating it in a
compelling and persuasive manner
z
Encourages followers to establish
appropriate implementation activities
to support the accomplishment of the
vision
McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.
Leadership
Leadership
M anagem ent
M anagem ent
Compare
Compare
Contrast
Contrast
© 2004 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill
Practices Associated with
Leadership by Managers
z
Planning and organizing
z
Problem solving
z
Clarifying
z
Informing

z
Monitoring
z
Motivating
z
Consulting
z
Recognizing
z
Planning and organizing
z
Problem solving
z
Clarifying
z
Informing
z
Monitoring
z
Motivating
z
Consulting
z
Recognizing
z
Supporting
z
Managing conflict and
team building
z

Networking
z
Delegating
z
Developing and mentoring
z
Rewarding
z
Supporting
z
Managing conflict and
team building
z
Networking
z
Delegating
z
Developing and mentoring
z
Rewarding
McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.
Power
Coercive
Coercive
Pow er
Pow er
Reward
Reward
Pow er
Pow er

Legitimate
Legitimate
Pow er
Pow er
Expert Pow er
Expert Pow er
Referent
Referent
Pow er
Pow er
McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.
Leadership: Traditional Explanations
Person
Person
-
-
based Theories
based Theories
Situ a tional Theories
Situ a tional Theories
Dispersed Theories
Dispersed Theories
Exchange Theories
Exchange Theories
McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.