Northouse, Leadership 8e
SAGE Publications, 2019
Case 5.2: Why Aren’t They Listening?
Case Synopsis and Analysis
Jim is a training specialist who designed a 6-week training program on listening and
communications skills for his company. He offered the program to mid-level managers, most
of whom had attended numerous training programs in the past and had advanced degrees.
These managers do not like training.
Jim recognized that the managers were experienced and put few restrictions on them in terms
of attendance or participation. He actively solicited involvement from them in the group and
was always friendly.
Learning objectives:
• Students should be able to determine the developmental level of a group of
followers under the SLII model.
• Students should be able to determine the appropriate style for a leader using the
SLII model.
• Students should begin to develop methods to help motivate and support a team.
Answers to questions in the text:
1. According to the SLII model (see Figure 5.1), what style of leadership is Jim using to
run the seminars?
2. At what level are the managers?
Northouse, Leadership 8e
SAGE Publications, 2019
The managers lack motivation and do not want to attend these trainings. While they
3. From a leadership perspective, what is Jim doing wrong?
Jim appropriately realized that the managers are experienced. However, he failed to
4. What specific changes could Jim implement to improve the seminars?
Jim should talk to the managers about their frustration with training in general. He
should give them a space to air their past grievances and discuss why training has
Potential teaching approaches:
Below is a way to structure a class based on the situational approach and Case Study 5.2:
• Ask students to read Case 5.2.
• Students then brainstorm ways to motivate/lead the group without relying on
situational approach.
• Hold a lecture on situational approach.
• Discuss Questions 1–4 in the case study.
• Finally, the professor may choose to conduct in-class exercises listed below.
Exercises for this case study:
1) Create an action plan for Jim based on the situational approach. What exactly should
he do with the group at the next training session? Plan a step-by-step
Northouse, Leadership 8e
SAGE Publications, 2019
2) Role-Play: Students play the part of Jim and the mid-level manager attendees. They
role-play a discussion about the current training, based on Exercise 1 above. The
3) In small groups, students should discuss a story of inspiring leadership that they
experienced. Then they should determine what their developmental level was at the
4) In a short essay (200–250 words), explain how a trainer might approach each