Power, Influence,& LeadershipFrom Becoming a Manager to Be.docx

Power, Influence,
& Leadership
From Becoming a Manager to Becoming
a Leader
Chapter 14
© 2016 by McGraw-Hill Education. This is proprietary material
solely for authorized instructor use. Not authorized for sale or
distribution in any manner. This document may not be copied,
scanned, duplicated, forwarded, distributed, or posted on a
website, in whole or part.
Major Questions You Should Be Able to Answer
14.1 I don’t want to be just a manager; I want to be a leader.
What’s the difference between the two?
14.2 What does it take to be a successful leader?
14.3 Do effective leaders behave in similar ways?
14-2
Major Questions You Should Be Able to Answer
14.4 How might effective leadership vary according to the
situation on hand?
14.5 What does it take to truly inspire people to perform beyond
their normal levels?
14.6 If there are many ways to be a leader, which one would

describe me best?
14-3
The Nature of Leadership
Leadership
the ability to influence employees to voluntarily pursue
organizational gains
14-4
Characteristics of Being a Manager & a Leader
14-5
Table 14.1
Being a Manager:
Coping with Complexity
Determining what needs to be done - planning and budgeting

Creating arrangements of people to accomplish an agenda -
organizing and staffing
Ensuring people do their jobs - controlling and problem solving
14-6
Being a Leader:
Coping with Change
Determining what needs to be done - setting a direction
Creating arrangements of people to accomplish an agenda -
aligning people
Ensuring people do their jobs - motivating and inspiring
14-7
Five Sources of Power
Legitimate power
results from managers’ formal positions within the organization
Reward power
results from managers’ authority to reward their subordinates
Coercive power
results from managers’ authority to punish their subordinates

14-8
Five Sources of Power (cont.)
Expert power
results from one’s specialized information or expertise
Referent power
derived from one’s
personal attraction
14-9
Question
Alex compliments his co-worker Joe on the great job he did on
the weekly report, and also informs their mutual boss. Alex is
using ______ power.
Legitimate
Referent
Reward
Punishment
14-10

The correct answer is “C” – reward power.
Multimedia Lecture Support Package to Accompany Basic
Marketing
Lecture Script 6-10
Tactics for Influencing Others
14-11
The ability to get others to follow your wishes is influence
There are nine ways to try to influence others:
-rational persuasion - convincing someone by using logic,
reason, or facts
-inspirational appeals - building enthusiasm or confidence by
appeals to emotions, ideals, or values
-consultation - getting others to participate in a decision or
change
ingratiating tactics - acting humble or friendly before making a
request
-personal appeals - referring to friendship and loyalty when
making a request
-exchange tactics - reminding someone of past favors or
offering to make a trade
-coalition tactics - getting others to support your effort
-pressure tactics - using demands, threats, or intimidation
-legitimating tactics - basing a request on implied support from
superiors, or on rules or policies

Marketing
Lecture Script 6-11
Rational persuasion
Inspirational appeals
Consultation
Ingratiating tactics
Personal appeals
Exchange tactics
Coalition tactics
Pressure tactics
Legitimating tactics

Five Approaches to Leadership
14-12
Table 14.2
Do Leaders Have Distinctive Personality Characteristics?
Trait approaches to leadership
attempt to identify distinctive characteristics that account for
the effectiveness of leaders
14-13

“Dark Side” Traits
Narcissism
having “a self-centered perspective, feelings of superiority, and
a drive for personal power and glory
Machiavellianism
displays a cynical view of human nature and condones
opportunistic and unethical ways of manipulating people,
putting results over principles
Psychopathy
characterized by lack of concern for others, impulsive behavior,
and a dearth of remorse when the psychopath’s actions harm
others
14-14
Do Women Have Traits that Make Them Better Leaders?
Studies show that women executives score higher than their
male counterparts on a variety of measures - from producing
high quality work to goal-setting to mentoring employees
14-15
Marketing

Lecture Script 6-15
The Lack of Women at the Top
Unwillingness to compete or sacrifice
Modesty
Lack of mentor
Starting out lower, and more likely to quit
14-16
Behavioral Approaches
Behavioral leadership
approaches attempt to determine the distinctive styles used by
effective leaders
14-17
Task-Oriented Leader Behaviors
Task-oriented leadership behaviors
to ensure that people, equipment, and other resources are used
in an efficient way to accomplish the mission of a group or
organization
planning, clarifying, monitoring, and problem solving

14-18
Initiating-Structure Leadership
Initiating-structure leadership
leader behavior that organizes and defines—that is, “initiates
the structure for”—what employees should be doing to
maximize output
14-19
Transactional Leadership
Transactional leadership
focusing on clarifying employees’ roles and task requirements
and providing rewards and punishments contingent on
performance.
14-20
Relationship-Oriented
Leader Behavior
Relationship-oriented leadership

primarily concerned with the leader’s interactions with his or
her people
Consideration
Empowering leadership
Servant-leadership
14-21
Leader Behavior
Consideration
leader behavior that is concerned with group members’ needs
and desires and that is directed at creating mutual respect or
trust
Empowering leadership
represents the extent to which a leader creates perceptions of
psychological empowerment in others.
Psychological empowerment
employees’ belief that they have control over their work
22
Psychological empowerment
Leading for meaningfulness: inspiring and modeling desirable
behaviors

Leading for self-determination: delegating meaningful tasks
Leading for competence: supporting and coaching employees
Leading for progress: monitoring and rewarding employees
14-23
Leader Behavior
Participative management (PM)
the process of involving employees in setting goals, making
decisions, solving problems, and making changes in the
organization
14-24
Servant Leadership
Servant leadership
focuses on providing increased service to others—meeting the
goals of both followers and the organization—rather than to
oneself.
14-25

Ten Characteristics
of the Servant Leader
14-26
Table 14.4
Example: Servant Leadership: Leaders Who Work for the Led
Starbucks CEO Howard Schultz is cited as being one of the
foremost practitioners of servant-style leadership.
Schultz has made sure his employees have health insurance and
work in a positive environment, and as a result Starbucks has a
strong brand following
14-27
Passive Leadership
Passive leadership
form of leadership behavior characterized by a lack of
leadership skills
Laissez-faire leadership
a form of “leadership” characterized by a general failure to take
responsibility for leading

14-28
Some Practical Implications of the Behavioral Approaches
A leader’s behavior is more important than his or her traits.
There is no one best style of leadership
14-29
The Contingency Leadership Model
Contingency leadership model
determines if a leader’s style is task oriented or relationship-
oriented and if that style is effective for the situation at hand
14-30
Dimensions of Situational Control
Leader-member relations
reflects the extent to which the leader has the support, loyalty,
and trust of the work group

Task structure
extent to which tasks are routine and easily understood
Position power
refers to how much power a leader has to make work
assignments and reward and punish
14-31
Question
Rayford is head of a task force consisting of his peers from
other departments in the organization. Rayford has:
High leader-member relations
High task structure
High position power
Low position power
14-32
The correct answer is “D”.
Marketing
Lecture Script 6-32
Representation of Fiedler’s Contingency Model

14-33
Figure 14.1
The Path-Goal Leadership Model
Path-Goal Leadership Model
holds that the effective leader makes available to followers
desirable rewards in the workplace and increases their
motivation by clarifying the paths, or behavior, that will help
them achieve those goals and providing them with support
14-34
House’s Revised Path-Goal Theory
14-35
Figure 14.2
Leadership Styles of the Revised Path-Goal Theory

14-36
Table 14.5
Does the Revised Path – Goal Theory Work?
14-37
Use more than one leadership style
Help employees achieve their goals
Modify leadership style to fit employee and task characteristics
Full-Range Model

Transformational leadership
transforms employees to pursue organizational goals over self-
interests
influenced by individual characteristics and organizational
culture
14-38
Question
Jim, a manager, uses rewards and discipline to motivate
subordinates, but does this as a way of helping them reach their
full potential. This is called:
Contingent leadership
Transformational leadership
Developmental consideration
Democratic leadership
14-39
The correct answer is “B”
Marketing
Lecture Script 6-39
Key Behaviors of

Transformational Leaders
14-40
Transformational leaders have charisma (“kar-riz-muh”), a form
of interpersonal
attraction that inspires acceptance and support. At one time,
charismatic leadership—
which was assumed to be an individual inspirational and
motivational characteristic of
particular leaders
40
Inspirational motivation
Idealized influence
Individualized consideration
Intellectual stimulation

Implications of
Transformational Leadership
It can improve results for both individuals and groups
It can be used to train employees at any level
It requires ethical leaders
14-41
The Ethical Things Top Managers Should Do to Be Effective
Transformational Leaders

14-42
Table 14.6
Additional Perspectives
Leader-Member Exchange (LMX)
emphasizes that leaders have different sorts of relationships
with different subordinates
14-43
Additional Perspectives
E-leadership
can involve one-to-one, one-to-many, and within-group and
between-group and collective interaction via information
technology
14-44
Question
Laura is involved in leading a virtual team with members in

Kansas, South Carolina, Chicago, and India. This is an example
of __________.
Servant leadership
Shared leadership
Leader-member exchange
E-leadership
14-45
The correct answer is “D” – e-leadership. See previous slide.
Marketing
Lecture Script 6-45
Purchasing Document Matrix
TEam C
Purchasing Document Matrix Summary
Supplier Quotation
The Supplier Quotation is a document to determine if the
supplier will be selected to have the part sourced to them to use.
It is a formal statement stating that the supplier has legally
consented to supply goods and services at the price and period
specified. This document is created during a few different
circumstances/stages.
Stage 1-Upon design release to establish cost or support a target
cost model.
Stage 2-When demand is present in the system and there is no
supplier identified.

Stage 3-If the quote in the system is deemed old and needs to be
refreshed based on an established cycle of when quote is still
valid.
Stage 4-When part has somehow been changed, possibly rolled
revision and need to validate cost against revised drawing.
Buyer creates and send off to supplier for completion and once
the supplier completes the quote, it is provided back to the
buyer for input in to the system (Supplier Quotation, 2017).
Purchasing Requisition Process
Before a purchase order gets placed, the demand gets loaded
into our ERP system that is triggered from a sales order. Once
the PR has been generated the buyer will get notified by an alert
via email and the through our ERP system in their business
workplace. Once the buyer receives their PR, they will need to
prepare the request for quotation from their suppliers.
· Material control specialist generates a purchase request (PR)
from a sales order
· Buyer receives the purchase request (PR) in their business
workplace
· Buyer sends the supplier(s) request for quotation (RFQ)
· Buyer accepts the quotation and places the purchase order
(PO) (Johnson, & Flynn, 2014).
Purchase Order
A purchase order is a commercial document that specifies the
types, quantities, and prices for products and services. It is used
to control the purchasing of products and services from outside
suppliers/vendors and confirms the placed order. This document
is the first official offer issued initiating a transaction, once the
purchase requisition has been approved by the businesses
purchasing department.
It is initiated and created by the buyer or purchasing department
and is then sent and received by the seller, or vendor (Chron,

2018).
Invoice
A purchase order is used when a buyer purchases inventory or
supplies out right or on account. In invoice allows for
immediate instant visibility of incoming stock and when
delivery is due. A well-managed purchase order system should
immediately inform on what has been ordered, shipped and
received. “Creating POs in the system will allow tacking and
prevent ordering more of an item than needed. This allows
matching delivered goods against what was ordered and
prevents wrong item or over delivery. Suppliers use PO’s in
fulfilling orders and also in payment processing. Online
invoicing software” (Johnson, & Flynn, 2014) quickly sends
purchase orders and communicates through templates with
vendors online. Invoices track earnings, shipping, receiving,
and expenses. They give an understanding of inventory
management and calculate profits through the sale of products.
Properly used, invoices document business transactions, and
ensure a strong understanding of orders completed, shipped,
received, and billed out.
Bill of Lading
A bill of lading includes shipping information such as, type of
goods within the shipment. It states the number of units
shipped, the destination address for the load and a billing
address. It includes the carriers name and will identify any type
of hazardous material and specific shipping instructions such as
temperature requirements, etc. The BOL is a transport document
and is signed at points throughout the delivery process. The
BOL is signed by the seller or representative of the shipper.
Upon delivering the BOL will be signed by the receiver or
representative of the consignee. The BOL protects the seller, the
shipper, carrier, and the recipient and confirms the shipment is
or was successfully delivered. It can also note if there was an
issue with the shipment received such as damage in transit,

missing product, arrive past deadline, etc. and where the
problem occurred. The BOL can serve as proof for a claim filed
for compensation related to the goods (Johnson, & Flynn, 2014).
Purchase Order Acknowledgment
Once a purchase order has been processed through a specific
supplier, an order
acknowledgment is required from the supplier acknowledging
our order and is required
to sign and date the document and send back if they agree with
the order. This can be sent
through email, fax, or EDI. It is the buyer’s responsibility that
they follow up with the
supplier if they don’t receive the order acknowledgement within
5 business days. (Sap
Purchase Order Acknowledgement", 2011-2018).
Delivery Note
The purpose of a Delivery Note is to acknowledge the receipt of
a product by the buyer. A delivery note will accompany a
shipment and be countersigned by the receiver upon receipt.
Exchanging the product for a signature is usually the
responsibility of the transportation company as the signature is
acknowledgment buy the receiver that they have physically
received the product from the transportation company, releasing
them of responsibility for the product. A Delivery Note's
signature acknowledges the receipt of the product but may not
always acknowledge quantity nor quality of the product.
Different receiving procedure may not allow for an extensive
count or quality check upon receipt, allowing this to be done
after receipt but within a certain time period. Delivery Notes are
different from Bills of Ladings in whereas Delivery Notes can

be broken up, having more than one Delivery Note under one
Bill of Lading if the original shipment is going to more than one
receiver ("Logistics Glossary", N.D.).
A Consignment Note is created when the product or shipment is
being transferred from the shipper to the carrier, usually when
being loaded for transportation. It is acknowledgment of
transfer responsibility for the shipment therefor cannot be
created and signed until physical transfer of the shipment is
accomplished. It created by the seller and then sent and received
by the transportation company ("Logistics Glossary", N.D.).
Consignment Note
A Consignment Note is a document signed by the carrier
acknowledging receipt of a product for transportation. It is
proof of receipt by the carrier of the product for delivery. This
document is directly tied to the carrier's responsibility of a
shipment, signed by the carrier when loading a shipment,
acknowledging receipt and condition of the shipment then
countersigned by the receiver taking possession of the shipment,
noting obvious damages or shortages upon receipt of the
shipment ("Base Logistics", 2014).
A Consignment Note is created when the product or shipment is
being transferred from the shipper to the carrier, usually when
being loaded for transportation. It is acknowledgment of
transfer responsibility for the shipment therefor cannot be
created and signed until physical transfer of the shipment is
accomplished. It is created by the seller/shipper and then sent
and received by the transportation company ("Base Logistics",
2014).
Goods Received Note
To acknowledge to the supplier that their material has arrived,

and the customer has taken ownership of the material. It is
created upon physical receipt and ownership of the material by
the customer. It is created customers and customer receiving
and logistics and then a receipt is sent to the supplier
("Upcounsil", 2018).
Scorecard
This document is a strategic planning and management system
which takes into account non-financial aspects of corporate
performance, such as customer satisfaction and processes to
create a complete picture of how the company is likely to
perform in the future. It is created after all purchases have taken
place within a certain period of time by management is entered
into an electronic system for all upper management to review
("Balanced Scorecard Institute", 2017).
References
Alford, K. (2017). Proofs of Delivery and Bills of Lading.
Retrieved from https://www.ncscredit.com/education-
center/blog/proofs-of-delivery-and-bills-of-lading/
Balanced Scorecard Institute (2017). Retrieved from
https://www.balancedscorecard.org/BSC-Basics/About-the-
Balanced-Scorecard
Base Logistics (2014). Retrieved from
https://baselogistics.com/en/2014/08/04/consignment-note-as-
proof/
Chron (2018). Retrieved from
https://smallbusiness.chron.com/definition-balanced-scorecard-
4838.html
Investopedia. (2018). Bill of Lading. Retrieved from
https://www.investopedia.com/terms/b/billoflading.asp
Johnson, P.F. & Flynn, A. (2014). Purchasing and Supply

Management (15th ed.). New York, NY: McGraw-Hill.
Logistics Glossary (N.D.). Retrieved from
https://www.logisticsglossary.com/term/delivery-note/
SAP Purchase Order Acknowledgement (2011-2018). Retrieved
from
http://www.erproof.com
Supplier Quotation (2017). Retrieved from
https://erpnext.org/docs/user/manual/en/buying/supplier-
quotation
Upcounsil (2018). Retrieved from
http://ambituminnovations.co.uk/ambitum-innovations-review-
keeping-speed-advances-technology/
Page 3
Sheet1Document NamePurpose of DocumentWhen in the
Purchasing Process is the Document Created?Document Owner
(Who creates it?)Document Recipients
(Who receives it?)Supplier quotationTo have an identified
supplier quote the part to see if they will be selected to have the
part sourced to them to build. It is a formal statement stating
that the supplier has legally consented to supply goods and
services at the price and period specified. This document is
created during a few different circumstances/stages.It can be
created during 4 different stages.
Stage 1-Upon design release to establish cost or support a target
cost model
Stage 2-When demand is present in the system and there is no
supplier identified
Stage 3-If the quote in the system is deamed old and needs to be
refreshed based on an established cycle of when quote is still
valid
Stage 4-When part has somehow been changed, possibly rolled

revision and need to validate cost against revised drawingBuyer
creates and send off to supplier for completionOnce supplier
completes the quote it is provided back to the buyer for input in
to the systemPurchase Requisition PreparationThe purpose of
this document is to describe the process for creating purchase
requisitions based on the planned orders for standard external
procurement that are generated by the stock requirements list.
The demand is driven by the sales order.This is the step before
purchasing begins. The process begins with system generated
planned orders from sales orders demand and ends with
purchasing requistions to purchasing electronically.Material
Control SpecialistBuyer/PurchasingPurchase OrderThis is a
commercial document that indicates types, quantities, and
agreed prices for products and services. It is used to control the
purchasing of products and services from external suppliers and
confirms the order.This is the first official offer
issuedBuyer/PurchasingSeller/VendorPurchase Order
InvoiceInvoice is a document issued by a seller to a buyer
indicating items sold, date of shipment, delivery, prices, and
payment terms. The invoice is also specified with the period of
time after which the buyer has to make payment to the seller for
the goods and services they have purchased (Johnson, & Flynn,
2014).This document is usually created after a quotation has
been sent and when the sales process is moving closer to a
confirmed deal. The invoice will include the seller’s bank
details so that the buyer can arrange payments as
required.Supply ManagementThe consignee or Buyer receives a
copy of the invoice. The carrier retains the original for records
and billing purposes. Purchase Order Bill of Lading“A Bill of
Lading is a document issued by a consignor or shipper,” for
example, an order fulfillment center and signed by a carrier at
the time of pickup, “ acknowledging that specified products
have been received on board as cargo for delivery to a named
consignee, or destination. It serves as a contract between the
shipper or owners of the goods and the carrier for a number”
(Investopedia, 2018). For example, it is evidence of a valid

contract of carriage, and may incorporate the complete terms of
the contract between the shipper such as a startup e-commerce
order fulfillment service and the carrier which may include
payment terms, rates, description of product classification, as
well as other duties and obligations (Johnson, & Flynn, 2014).
Next, a receipt is signed by the carrier confirming whether
goods matching the contract description have been received in
good condition. The information could include pallet or piece
count, weight, product description and classification. Also, once
signed by the consignee, it is a receipt of goods received
providing final confirmation of the quantity and condition of the
product received. A signature by the consignee is
acknowledgement the goods are received as described on the
BOL unless discrepancies are otherwise noted at the time the
BOL is signed. Finally, the signed BOL may also often serve as
a Proof of Delivery (POD) document as well as backup for the
Freight Invoice (Alford, 2017).A “bill of lading is a legal
document between a shipper and a carrier” (Investopedia, 2018).
This document is created and prepared and sign by both the
shipper’s and carrier’s agents. This document is prepared at the
time of or just before shipping of product.Transportation
Manager, ShipperConsignee or customer receiving delivery
from the shipper.Purchase Order AcknowledgementThe purpose
of this document is for the supplier to acknowledge the content
to purchase a certain quantity of products from a specific
supplier. It's primary purpose it so ensure that a supplier
received the purchase order and has agreed upon receipt.Once
the purchase order is placed, the confirmation is manually
entered into the erp system and can be sent to the supplier via
email, fax or EDI.Buyer/ProcurementSupplierDelivery NoteThe
purpose of a Delivery Note is to acknowledge the receipt of a
product by the buyer. A delivery note will accompany a
shipment and be countersigned by the receiver upon receipt.
Exchanging the product for a signature is usually the
responsibility of the transportation company as the signature is
acknowledgment buy the receiver that they have physically

received the product from the transportation company, releasing
them of responsability for the product. A Delivery Note's
signature acknowledges the receipt of the product but may not
always acknowledge quantity nor quality of the product.
Different receiving procedure may not allow for an extensive
count or quality check upon receipt, allowing this to be done
after receipt but within a certain time period. Delivery Notes are
different from Bills of Ladings in where as Delivery Notes can
be broken up, having more than one Delivery Note under one
Bill of Lading if the original shipment is going to more than one
receiver ("Logistics Glossary", N.D.).A Delivery Note is
created when a product or shipment is ready for shipping. It
acknoledges what is in the shipment including the quantity and
the condition the shipment is in at the time of shipping. A
Delivery Note is used during the transportation proccess
acknoleging what was shipped, transported, and received.Seller,
Supplier, ShipperBuyer, Receiving DepartmentConsignment
NoteA Consignment Note is a document signed by the carrier
acknowledging receipt of a product for transportation. It is
proof of receipt by the carrier of the product for delivery. This
document is directly tied to the carrier's responsibility of a
shipment, signed by the carrier when loading a shipment,
acknowledging reciept and condition of the shipment then
countersigned by the receiver taking possession of the shipment,
noting obvious damages or shortages upon receipt of the
shipment ("Base Logistics", 2014).
Base Logistics(2014A Consignment Note is created when the
product or shipment is being transferred from the shipper to the
carrier, usually when being loaded for transportation. It is
acknowledgment of transfer responsibility for the shipment
therefor can not be created and signed until physical transfer of
the shipment is accomplished.Seller, Supplier,
ShipperTransportation Company, CarrierGoods received noteTo
acknowledge to the supplier that their material has arrived and
the customer has taken ownership of the material.It is created
upon physical receipt and ownership of the material by the

customer.Customer/Customer's receiving and logisticsReciept is
sent to the supplierScorecardThis document is a strategic
planning and management system which takes into account non-
financial aspects of corporate performance, such as customer
satisfaction and processes to create a complete picture of how
the company is likely to perform in the future.This document is
created after all purchases have taken place within a certain
period of time.ManagementAvailable for upper management to
review.
ReferencesReferencesAlford, K. (2017). Proofs of Delivery and
Bills of Lading. Retrieved from
https://www.ncscredit.com/education-center/blog/proofs-of-
delivery-and-bills-of-lading/Investopedia. (2018). Bill Of
Lading. Retrieved from
https://www.investopedia.com/terms/b/billoflading.aspJohnson,
P.F. & Flynn, A. (2014). Purchasing and Supply Management
(15th ed.). New York, NY: McGraw-Hill.
Sheet3
Compatibility ReportCompatibility Report for Week 4 Team
Assignment (1).xlsRun on 11/19/2018 6:27The following
features in this workbook are not supported by earlier versions
of Excel. These features may be lost or degraded when opening
this workbook in an earlier version of Excel or if you save this
workbook in an earlier file format.Minor loss of fidelity# of
occurrencesVersionA table style is applied to a table in this
workbook. Table style formatting cannot be displayed in earlier
versions of Excel.1Sheet1'!A1:E20Excel 97-2003
Sheet1'!A1:E20

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