Management Function Directing Dr. John Abraham ProfessorUTPA

Directing Most complex of the management functions Most complex of the management functions Effective communication Effective communication Providing leadership Providing leadership

Administrative communication Sender – receiver – channel –symbols Sender – receiver – channel –symbols Communicator – listener – communication channel – verbal or other symbols. Communicator – listener – communication channel – verbal or other symbols. Effective communication can be judged by behavior changes in the receiver. Feedback. Effective communication can be judged by behavior changes in the receiver. Feedback. Who communicated better? Obama? McCain? Why? Who communicated better? Obama? McCain? Why?

Miscommunication Undesired behavior in the receiver. Undesired behavior in the receiver. A wife asks the husband, “How do I look in this dress?” the response makes her cry. Discuss this. A wife asks the husband, “How do I look in this dress?” the response makes her cry. Discuss this. Similar examples, My fair lady – Elisa Dolittle. Similar examples, My fair lady – Elisa Dolittle.

Psychological factors of communication Identify objectives – if the sender does not know what behavior change is desired, poor communication takes place. Sometimes contradictory instruction can be issued. Identify objectives – if the sender does not know what behavior change is desired, poor communication takes place. Sometimes contradictory instruction can be issued. Know motivating factors (canned presentations assume stereotyping) Know motivating factors (canned presentations assume stereotyping)

Human Motivation Appetizing meal may not be appealing someone who has just eaten. Appetizing meal may not be appealing someone who has just eaten. Unsatisfied motives guides a persons behavior. Unsatisfied motives guides a persons behavior. There are physical, social and psychic motives. There are physical, social and psychic motives. Abraham Maslow – hierarchy of needs Abraham Maslow – hierarchy of needs

Physical Motives Biological needs and urges Biological needs and urges Hunger, thirst, physical comfort, sex drive. Airconditioned room, absence of physical hazards, good food. Hunger, thirst, physical comfort, sex drive. Airconditioned room, absence of physical hazards, good food. Lower income people can be motivated with physical motives. Lower income people can be motivated with physical motives.

Social Motives Belonging to a group (social club, popular group) Belonging to a group (social club, popular group) Pleasant work companions Pleasant work companions Friendly supervisor Friendly supervisor Jobs that are of high status Jobs that are of high status

Psychic motives Adds to the self-worth Adds to the self-worth Helping others Helping others Working independently Working independently

Maslow’s Hierarchy of needs physological physological Safety Safety Love/belonging Love/belonging Esteem Esteem Self actualization Self actualization

Morale High morale leads to high productivity High morale leads to high productivity Productivity results when the organizational and personal goals can be integrated. Productivity results when the organizational and personal goals can be integrated. Satisfying personal goals leads to positive motivation Satisfying personal goals leads to positive motivation

Leadership Based on reward rather than threat raises morale. Based on reward rather than threat raises morale. High productivity may be achieved with threat, however it is short lived. High productivity may be achieved with threat, however it is short lived.

Two types of leadership: Manager assumes average human being has an inherent dislike for work and avoid it if he can (lazy). Wants to be directed. Only coersion is the motivating factor. Meeting of physical needs is motivation. Manager assumes average human being has an inherent dislike for work and avoid it if he can (lazy). Wants to be directed. Only coersion is the motivating factor. Meeting of physical needs is motivation. Work is as natural as play. Self motivated to work. A manager encourages to develop and utilize knowledge, skills and ingenuity of the employee. Work is as natural as play. Self motivated to work. A manager encourages to develop and utilize knowledge, skills and ingenuity of the employee.

Lead Demand following (dictatorship) Demand following (dictatorship) Follow Follow

Leaders Born or learned? Born or learned? Story of railroad here. Story of railroad here. Intelligence, communication skill and ability to assess group goals. Intelligence, communication skill and ability to assess group goals. Different leadership styles at different levels of organization Different leadership styles at different levels of organization Centralized or decentralized authority Centralized or decentralized authority Authoritarian or democratic Authoritarian or democratic

Six elements of a motivation program 1. Establish appropriately difficult goals 2. Remove obstacles (personal and organizational) 3. Use rewards and discipline appropriately 4. Provide incentives 5. Distribute rewards equitably 6. Provide timely rewards and specific honest feedback.