Master Degree in Business Management ****2020**** 1

Leading

Lesson Outline

Leading – Explaining and predicting behavior -

Perception and Learning - Personality and
Individual Differences - Values, Attitudes and
Beliefs - Motivation and Job Performance – Stress
Management - Communication Types - Process -
Barriers – Making Communication Effective -
Group Dynamics - Leadership - Styles -
Approaches - Power and Politics. 2
 After the completion of this handout, you will
be able to:

◦ Appreciate the concept of leading.

◦ Analyze how managers can influence

individual employee behaviour.

◦ Understand how to manage group

behaviour of employees.

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 Leading : “The process of directing and influencing
the task-related activities of group members or an entire
organization”
 Dealing with different types of personalities.

 People differ in their actions/behaviour.

 Why people behave differently?

 Effective managers need to understand their

employees’ behaviour.

 Behaviour : “ The actions of people”. 4

 ‘The study of the actions of people at work’-
organizational behaviour.

 Why do managers need to have the skill of

explaining and predicting their employees’
behaviour?

◦ Success depends on getting done…. through

people.

◦ Explain why employees engage in some

behaviour?

◦ Predict how employees will respond to various

actions? 5
 ‘Understanding OB’ needs to address some
visible and invisible aspects of OB.

 OB looks at two aspects:

◦ Individual behaviour: attitudes, personality,

perception, learning, motivation….

 Psychological factors that influence employee

behaviour….

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 Group behaviour: norms, roles, team building,
conflicts.

 Behaviours : productivity, absenteeism, turnover,

job satisfaction….

 How perception, learning, personality, attitudes,

help to predict above?

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 Perception is how people look at and
understand the things.
seeing, hearing,
touch, taste and
 Complex cognitive process…. smell

 Perception: “The process of organizing and

interpreting sensory impressions in order to
give meaning to the environment”.

 “Perception is the process by which people

select, organize, interpret and respond to
information from the world around them”.

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 Look at the same thing but perceive it
differently…sometimes not the real form… but
think it is the reality.

◦ E.g. An employee normally take a little more time

to do a job.

 Employees behave/act according to their

perception.

 Develop explanations why somebody behave

in a certain way?..... Meaning we attribute to a
given behaviour….attribution theory..

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 Managers need to know how employees react to
perceptions. How employees perceive their jobs
and management practices….. Job appraisals
…bias?....

 Special focus:

◦ Perceptual Process

◦ Factors Influencing Perception

◦ Managing the Perception Process

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 Perceptual Process

 External factors influencing selection are nature,

intensity, size, contrast, repetition, motion, and
novelty and familiarity.

 Internal factors influencing selection of stimuli

are personality, learning, and motivation.

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 Factors Influencing Perception

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 Managing the Perception Process
◦ Self awareness.

◦ Seek information from various sources for

decisions.

◦ Empathy.

◦ Influence of perceptions on other people.

◦ Avoid common perceptual distortions.

◦ Avoid inappropriate attributions.

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 Learning : “ Any relatively permanent change in
behaviour that occurs as a result of experience”.

 Learning Theories

◦ Classical Conditioning

◦ Operant Conditioning

◦ Principle of Reinforcement

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 Personality: “ A combination of psychological
traits that classifies a person”.

◦ E.g. Quiet, passive, loud, aggressive….

 Managers can predict behaviour from

personality.

◦ Locus of control, authoritarianism,

Machiavellianism, self-esteem, self-monitoring
, risk propensity….
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 Locus of control: belief that someone can
control his or her own fate or not……..e.g. poor
performance evaluation….

 Matching personalities and jobs…useful in

employee selection…..

 Theories of Personality

◦ Trait Theory: emotional, aggressive, loyal,

creative, flexible, humorous, sentimental, and
impulsive….

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 ◦ Psychoanalytical Theory

◦ Social Learning Theory

 Individual Differences and Impact on Behaviour.

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 Values: “Relatively permanent desires that seems
to be good in themselves”.

 Values influence our priorities, preferences and

our actions.

 A set of values …form a value system.

 Values influence employee conduct and

behaviour.

 Values at Workplace.
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 Attitudes : “ evaluative statements concerning
objects, people, or events”.
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 Managers are interested in employee job
related attitudes. E.g. Job satisfaction, job
involvement,and organizational commitment.

 Employee attitude and behaviour

relationship…..

 Beliefs ....

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 Motivation has close relationship with the
behaviour of human beings.

 “The willingness to exert high level of effort to

reach organizational goals, conditioned by the
effort’s ability to satisfy some individual need”.

 Needs, Incentives and Motives

 Extrinsic Vs. Intrinsic Motivation

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 Motivational theories:

◦ Mc Gregor’s participation model.

◦ Maslow’s Need Hierarchy Theory.

◦ Herzberg’s two factor theory.

◦ David Mc Clelland’s Three Need Model.

◦ Alderfer’s Existence-Relatedness – Growth

(Erg) Model

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 Stress: “A dynamic condition in which an
individual is confronted with an opportunity,
constraint, or demand related to what he or she
desires and for which the outcome is perceived
to be both uncertain and important”.

 External stressors, organizational stressors,

group stressors and individual stressors.

 Stress management strategies…..

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 Communication is a process….

 Types of communication….

 Barriers to Communication….

 Making communication effective…..

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 Individuals act differently when they are alone.

 Group : “ Two or more interacting and

independent individuals who come together to
achieve particular objectives”.

 Formal group : workgroup established by

organization. Have designated tasks and
assignments.

 Informal groups: occur naturally in the work

environment. Need for social contact….
friendship /common interest.
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 Theories :…..

◦ Propinquity Theory

◦ Homans’ Theory

◦ Balance Theory

◦ Exchange Theory

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 Leader : “ Those who are able to influence others
and who possess managerial authority”.

 Overview of leadership theories…..

 Trait theories….

 Contingency theories…

 Emerging approaches….

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 Power : “The ability to exert influence ; that is,
the ability to change the attitudes or behaviour
of individuals or groups”.

 Sources of power….

 Relationship between power and politics….

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