Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
Instructor Manual
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.
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
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?
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
My boss is definitely task oriented; he cares little about people. Using Fiedler’s model, (1)
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
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
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.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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,
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
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
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?
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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-
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?
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?
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
12-8. What are the five leadership styles identified by the normative leadership
model?
12-9. What are the four leadership styles identified by the Situational Leadership®
model?
The four leadership styles identified by the Situational Leadership® model are telling,
selling, participating, and delegating.
12-10. What are the three substitutes for leadership?
12-11. What is the difference between transformational and transactional
leadership?
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?
Answers will vary.
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?
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?
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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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?
12-8. Do you believe that men and women lead differently?
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 employees dislike the manager, but the department is one of the top performers.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
2. The manager’s department has the low producing employees with a low level of
morale. Yet, he doesn’t do anything to improve the department.
3. The manager has the top performers, and also has the highest morale.
4. The manager is friends with everyone and they get along great, but the productivity
level is one of the lowest in the company.
5. The manager has been evaluated as having adequate morale and an average
productivity level.
medium concern for both production and people.
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
6. Nyota gets along well with her employees, who make water bottles, and she is in
control of her department.
7. Ted, the chair of a committee charged with recommending ways to increase
organizational performance, is highly regarded by the volunteer members from a
Instructor Resource
Lussier, Management Fundamentals 8e
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8. Usain oversees the assembly of mass-produced containers. He determines rewards
and punishments, and is viewed as a hard-nosed boss.
9. Lakesha 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.
8.
10. John 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.
11. Carly, 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.
12. Aarti 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.
13. Juan’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.
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.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
14. “I’ve made the vacation schedule. Let me know which week you want to take off.”
15. “I’d like your suggestion on how to resolve this, but I’ll choose a solution and
implement it.”
16. “I selected you to serve on the task force, but you don’t have to if you don’t want
to.”
17. “Please take this letter to the mail room for me right away.”
18. “I just thought of a way to improve performance and make our jobs easier. You’re
going to think it’s a great idea.”
19. “ You decide how to deal with this problem. You don’t need me.”
20. “ Receipts for business meals under $50 are no longer needed. Any questions?”
Applying the Concept 12-4: Situational Leadership Styles
For each of the following situations, identify the maturity level of the employee and the
21. Candy’s job is to clean off the tables quickly after dinners leave. Candy is on her
phone again.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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22. George has never written a formal report, but you know he can do it with your
encouragement and with minimum help from you.
23. You told Shinji exactly to do a job. However, he deliberately ignored your directions
again. So, the job is not done correctly
24. Rookie Milani’s training is progressing well, so you have decided to teach her a new
task.
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 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?
Join the Discussion 12-2: Leadership and Gender
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
Are there differences in the leadership styles of men and women? Some researchers say that
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?
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?