Lussier, Management Fundamentals, 7e
© 2017, SAGE Publications
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Answers to Questions in the Text
Chapter 12: Leading With Influence
WORK APPLICATION SAMPLE ANSWERS
Most of the answers are actual student answers or based on student answers. You may give these
answers as part of your lecture before, after, or in place of getting student answers.
12–1. Of Ghiselli’s six traits, which does your boss possess? Are there any that she or he does not
possess?
My boss had pretty good supervisory ability. His need for achievement was only average. I
12–2. Recall a present or past boss. Which of the four leadership styles created by Ohio State’s
version of the two-dimensional leadership model did your boss use most often? Describe your
boss’s behavior.
My boss at McDonald’s was high structure/low consideration. He didn’t care about the
12–3. Recall a present or past boss. Which of the five leadership styles did your boss use most
often? Describe your boss’s behavior.
My boss used a middle-of-the-road management style. For example, if you finished the work
12–4. Classify your present or past boss’s preferred style as task or relationship oriented. Think of
a specific situation at work and use the contingency model to determine the appropriate style to
use for this situation. Did the boss use the appropriate style?
My boss is definitely task oriented; he cares little about people. Using Fiedler’s model, (1) his
12–5. Using the leadership continuum model, identify your boss’s most commonly used leadership
style. Now recall a specific situation in which the leadership style was used. Would you say this
was the most appropriate leadership style in that situation? Explain.
At my job at the book warehouse last summer, my boss’s most commonly used leadership style
Lussier, Management Fundamentals, 7e
© 2017, SAGE Publications
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12–6. Identify your boss’s most commonly used leadership style. Now recall a specific situation in
which this style was used. From the perspective of the path-goal model, was this the most
appropriate leadership style based on the situational factors? Explain.
During my internship at the marketing firm, my boss used achievement-oriented leadership
12–7. Identify your boss’s most commonly used normative leadership style. Now recall a specific
situation in which this style was used. From the normative leadership perspective, was it the most
appropriate leadership style? Explain.
I’d have to say my boss used the Decide leadership style because I don’t remember any time he
12–8. Identify your boss’s most commonly used leadership style. Would you say this is the most
appropriate leadership style based on the maturity level of the employees in your team or
organization? Explain.
My boss primarily used the selling style. When she had a task that needed to be performed, she
12–9. Could the characteristics of the task, subordinates, or organization substitute for your
present or a past boss? In other words, is your boss necessary? Explain.
I’m a visiting nurse, so my boss does not see me working, except during evaluations when she
12–10. Identify the one leadership theory or model you prefer. State why.
12–11. Describe the type of leader you want to be.
I want to be an effective and respected leader. I plan to lead by example. I will work hard and
Lussier, Management Fundamentals, 7e
© 2017, SAGE Publications
12–12. Recall the top manager from an organization you work for or have worked for. Would you
call this CEO a visionary, charismatic and/or transformational leader? Why or why not?
I worked for a large company, so I really did not know the president. However, other
REVIEW QUESTION ANSWERS
12–1. What is leadership, and why is it important?
12–2. What are the three parts of leadership style?
The three parts of leadership style are traits, skills, and behaviors.
12–3. What are the two determinants of leadership and the four possible leadership styles
according to the Ohio State University and University of Michigan studies?
The two determinants are structuring (job-centered) and consideration (employee-centered).
12–4. What are the five major leadership styles identified on the Leadership Grid®?
12–5. What are the two leadership styles identified by the contingency leadership model?
The two leadership styles identified by the contingency leadership model are task-oriented
leadership and relationship-oriented leadership.
12–6. What are the two styles of leadership at either end of the leadership continuum model?
12–7. What are the four leadership styles identified by the path-goal leadership model?
12–8. What are the five leadership styles identified by the normative leadership model?
The five leadership styles identified by the normative leadership model are decide, consult
12–9. What are the four leadership styles identified by the Situational Leadership® model?
Lussier, Management Fundamentals, 7e
© 2017, SAGE Publications
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12–10. What are the three substitutes for leadership?
12–11. What is the difference between transformational and transactional leadership?
Transformational leadership is a leadership style that brings about continuous learning,
COMMUNICATION SKILLS ANSWERS
12–1. Peter Drucker said it’s not worth pointing out the differences between a leader and a
manager. Do you agree? Why or why not?
12–2. What traits do you think are most important in a leader?
12–3. Should spirituality be allowed in the workplace? Should spirituality be encouraged in the
workplace? Why or why not?
Answers will vary.
12–4. Based on the Self-Assessment, is your behavior more Theory X or Y? How do you feel about
your score? Will you make any changes?
12–5. The Ohio State University and University of Michigan two-dimensional leadership styles
identified in the 1940s haven’t changed much over the years, as they are still being taught and
used today. However, the way we conduct business today is very different from the way it was
conducted in the 1940s. Do you think it is time for a revolutionary approach to leadership styles? If
so, please provide some suggestions/ideas.
12–6. Today, the Leadership Grid® is still being taught in colleges and by consultants to be used by
managers. Do you agree that the team leadership style is the best leadership style for use in all
situations? Why or why not?
12–7. Which situational approach to leadership do you prefer? Why?
Answers will vary.
12–8. Do you believe that men and women lead differently?
Lussier, Management Fundamentals, 7e
© 2017, SAGE Publications
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12–9. What percentage of top leaders would you say are really charismatic, transformational,
symbolic, and/or servant leaders? (Your answers can change for each of the four leadership
behaviors.)
APPLYING THE CONCEPT ANSWERS
Applying the Concept 12–1: The Leadership Grid®
Identify the leadership style described in each of the five situations.
A. impoverished (1, 1)
B. authority-compliance (9, 1)
C. country club (1, 9)
D. middle-of-the-road (5, 5)
E. team (9, 9)
1. The manager doesn’t seem to care that his department has the lowest producers in the
company, with a low level of morale.
2. The manager is proud that her department has the top performers, and also has the highest
morale.
3. The manager is just like one of the guys and everyone gets along great, but the productivity
level is one of the lowest in the company.
C. Country club. The leader with a country club management style has a high concern for people and
a low concern for production.
4. The manager is content that her department has adequate morale and an average productivity
level.
5. The manager’s employees dislike the boss, but the department is one of the top performers.
Applying the Concept 12–2: Contingency Leadership Theory
Using Exhibit 12–3, determine the appropriate leadership style under the given conditions. Place the
letter A or B on the first line, and the situation number (between 1 and 8) on the second line.
A task-oriented situation 1, 2, 3, 8
B. relationship-oriented situation 4, 5, 6, 7
Lussier, Management Fundamentals, 7e
© 2017, SAGE Publications
6. Nyota is well liked by her employees, who make all kinds of websites to customer specifications,
and Nyota makes the hiring, promoting, discipline, and firing decisions.
7. Ted’s employees, who manufacture cardboard boxes, think he is a jerk, and tend to ignore what
he says because his boss does their evaluations and determines pay raises.
8. Aarti gets along well with her employees, who make water bottles, and she is in control of her
department.
9. Juan, the chair of a committee charged with recommending ways to increase organizational
performance, is highly regarded by the volunteer members from a variety of departments.
B-4. Relationship-oriented. Relations are good, the task is nonrepetitive, and power is weak = 4.
10. John oversees the assembly of mass-produced containers. He determines rewards and
punishments, and is viewed as a hard-nosed boss.
11. Carly is a manager from the corporate planning staff; she helps departments plan. She is
viewed as being a dreamer who doesn’t understand the company’s various departments.
Employees tend to be rude in their dealings with Carly.
A-8. Task-oriented. Relations are poor, the task is nonrepetitive, and staff power is weak = 8.
12. Usain is a manager who oversees the processing of canceled checks for a bank. He is well liked
by the employees, and enjoys hiring and evaluating his employees’ performance.
13. Lakesha, the principal of a school, assigns teachers to classes and other various duties. She
hires and decides on tenure appointments. The school atmosphere is tense.
B-7. Relationship-oriented. Relations are poor, the task is nonrepetitive, and power is strong = 7.
Applying the Concept 12–3: Leadership Continuum
Refer to Exhibit 12–4 and indicate the leadership style exemplified in each statement by placing its
number (between 1 and 7) on the lines below.
14. “I just thought of this great way to improve performance and make our jobs easier. You are
going to love it.”
15. “As I told you before, when this happens, you decide how to deal with it without me.”
16. “You no longer need to provide receipts for business meals under $50. Does anyone have any
questions?”
3. The leader presented ideas and invited questions.
Lussier, Management Fundamentals, 7e
© 2017, SAGE Publications
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17. “I’ve made the schedule of when you can take a weeklong vacation. Let me know which week
you want.”
18. “I’d like your ideas on how to handle this customer complaint. But I’ll choose a solution and
implement it.”
5. The leader is getting input but has the final say.
19. “I selected you as one of the transfers to the new department, but you don’t have to go if you
don’t want to.”
20. “Please take this application to the registry office for me right away.”
Applying the Concept 12–4: Situational Leadership Styles
For each of the following situations, identify the maturity level of the employee and the leadership
style the manager should use so that the job gets done.
A. Low maturity of employee: The manager should use the telling style.
B. Low to moderate maturity of employee: The manager should use the selling style.
C. Moderate to high maturity of employee: The manager should use the participating style.
D. High maturity of employee: The manager should use the delegating style.
21. Shinji has never written a formal report, but you know he can do it with your encouragement
and with minimum help from you.
22. You told George to fill the customer order as requested by the customer. However, he
deliberately ignored your directions, and now the customer returned the order to you with a
complaint.
A. Low maturity of employee: The manager should use the telling style. George needs to be given
high structure and low consideration to do the job right.
23. Candy is new and has a good attitude, so you have decided to teach her a new task.
24. Part of Milani’s job is to take out the trash when the barrel is full. It is full now.
JOIN THE DISCUSSION
Join the Discussion 12–1: Dilbert
Through his cartoon character Dilbert, Scott Adams makes fun of managers. Adams distrusts top-
level managers and has said that leadership is really about manipulating people to get them to do
Lussier, Management Fundamentals, 7e
© 2017, SAGE Publications
something they don’t want to do when there may not be anything in it for them. Adams says that we
may be hung up on leadership as part of our DNA. Apparently, we have always sought to put
somebody above everybody else.
1. Do you agree with Adams that leadership is basically manipulation?
2. Do we really need leaders?
3. Is it ethical and socially responsible to make fun of managers?
Answers vary
Join the Discussion 12–2: Leadership and Gender
Are there differences in the leadership styles of men and women? Some researchers say that
women tend to be more participative, relationship-oriented leaders and men more task oriented.
However, others say that men and women are more alike as leaders than different and are equally
effective.
1. Is it ethical and socially responsible to say that people of a particular gender make better
leaders?
2. Do you think men and women lead in the same way?
Answers vary
3. Are men or women more ethical and socially responsible as leaders?
4. Would you prefer to have a man or a woman as boss?