1. Theoretical Perspectives on Leadership:
Foundations of Leadership Studies
4/11/2017
Theoretical Perspectives on Leadership:
Situational Leadership Theory
Leader-Member Exchange Theory
Lecture 11: Leader-member exchange theory

2. Foundations of Leadership Studies
4/11/2017
Outline
Hersey and Blanchard’s Situational Leadership Theory (SLT)
Leader Member Exchange Theory (LMX)
Perspective-Taking Exercise
Lecture 11: Leader-member exchange theory

3. Hersey and Blanchard’s Situational Leadership Theory
Foundations of Leadership Studies
4/11/2017
Hersey and Blanchard’s Situational Leadership Theory
Follower readiness: ability and willingness
Leader: decreasing need for support and supervision
Lecture 11: Leader-member exchange theory

4. Situational Leadership Theory
Foundations of Leadership Studies
4/11/2017
Situational Leadership Theory
Emphasizes the situational contingency of maturity, or “readiness,” of followers.
Readiness is the extent to which people have the ability and willingness to accomplish a specific task.
Lecture 11: Leader-member exchange theory

5. Foundations of Leadership Studies
4/11/2017
Situational Leadership Theory
Appropriate leadership style is contingent on the followers’ readiness
Readiness - extent to which people have the ability and willingness to accomplish a specific task
Based on two leadership dimensions
Task (or directive) behaviors
Relationship (or supportive) behaviors
Lecture 11: Leader-member exchange theory

6. Situational Leadership Theory
Foundations of Leadership Studies
4/11/2017
Situational Leadership Theory
Posits four stages follower readiness:
R1: Low readiness
followers are unable and unwilling
R2: Low to moderate readiness
followers are unable but willing
R3: Moderate to high readiness
followers are able but unwilling
R4: High readiness
followers are able and willing
Lecture 11: Leader-member exchange theory

7. The Four Leadership Styles
Foundations of Leadership Studies
4/11/2017
The Four Leadership Styles
High
Participating
Selling
Supportive
Behavior
Delegating
Telling
Low
Low
Directive Behavior
High
Lecture 11: Leader-member exchange theory

8. Situational Leadership Theory
Foundations of Leadership Studies
4/11/2017
Situational Leadership Theory
Four specific leadership styles (incorporating directive & supportive leadership dimensions):
Telling: high task-low relationship leadership
Selling: high task-high relationship leadership
Participating: low task-high relationship leadership
Delegating: low task-low relationship leadership
Lecture 11: Leader-member exchange theory

9. Matching Leadership style with Development Level
Foundations of Leadership Studies
4/11/2017
Matching Leadership style with Development Level
Leader style and follower readiness.
A telling style is best for low readiness.
A selling style is best for low to moderate readiness.
A participating style is best for moderate to high readiness.
A delegating style is best for high readiness.
Lecture 11: Leader-member exchange theory

10. Hersey and Blanchard’s Situational Leadership Model
Foundations of Leadership Studies
4/11/2017
Hersey and Blanchard’s Situational Leadership Model
Lecture 11: Leader-member exchange theory

11. Hersey and Blanchard’s Situational Leadership Theory
Foundations of Leadership Studies
Hersey and Blanchard’s Situational Leadership Theory
4/11/2017
Leader Behavior
High
Participating S3
Share ideas and
facilitate in
decision making
Selling S2
Explain decisions and
provide opportunity for
clarification
Relationship Behavior (supportive behavior)
Delegating S4
Turn over
responsibility for
decisions and
implementation
Telling S1
Provide specific
instructions and closely
supervise performance
Low
Low
Task Behavior
High
Follower Readiness High Moderate Low R R R2 R1
Follower-Directed Leader-Directed
Lecture 11: Leader-member exchange theory

12. The Leader-Member Exchange Approach
Foundations of Leadership Studies
4/11/2017
The Leader-Member Exchange Approach
Stresses the importance of variable relationships between leaders and each of their followers.
Lecture 11: Leader-member exchange theory

13. The Leader-Member Exchange (LMX Model)
Foundations of Leadership Studies
The Leader-Member Exchange (LMX Model)
4/11/2017
This model is based on the idea that one of two distinct types of leader-member exchange relationships evolve, and these exchanges are related to important work outcomes.
- in-group exchange: a partnership characterized by mutual trust, respect and liking
- out-group exchange: a partnership characterized by a lack of mutual trust, respect and liking
Lecture 11: Leader-member exchange theory

14. The Leader-Member Exchange LMX Model
Foundations of Leadership Studies
4/11/2017
The Leader-Member Exchange LMX Model
Leader F 1 F 5 F 3 F 4 F 2
Out-group
viewed as incompetent, untrustworthy, and poorly motivated
In-group
viewed as competent, trustworthy, and highly motivated
Lecture 11: Leader-member exchange theory

15. Foundations of Leadership Studies
4/11/2017
LMX Model
Stages of Relationship Development
Phase 1: Testing and assessment
Phase 2: Development of trust
Phase 3: Creation of emotional bond
Lecture 11: Leader-member exchange theory

16. Factors Influencing the Relationship
Foundations of Leadership Studies
4/11/2017
Factors Influencing the Relationship
Member attributes influence relationship
extroversion
abilities
ingratiation behaviors
Affective responses influence the relationship
perceived similarity
attraction
leads to increased interaction
trust
Lecture 11: Leader-member exchange theory

17. Foundations of Leadership Studies
4/11/2017
Outcomes of LMX
High‑LMX relationship groups tends to outperform low‑LMX relationship groups
Outcomes:
Productivity
Job satisfaction
Organizational commitment
Employee resignation
Salary and promotion
Lecture 11: Leader-member exchange theory

18. Foundations of Leadership Studies
4/11/2017
Gender and LMX
Gender differences influence interactions
Mixed gender relationships
supervisors rate performance lower
supervisors report liking subordinate less
subordinates experience greater role ambiguity
Lecture 11: Leader-member exchange theory

19. Foundations of Leadership Studies
4/11/2017
Perspective-Taking
Ability to “read” leader or member important in LMX
Use role-taking skills to entertain the point of view of another
Associated with
+patience
+reasonableness
+sensitivity
-aggressiveness
-sarcasm
Lecture 11: Leader-member exchange theory

20. Perspective-Taking Exercise
Foundations of Leadership Studies
4/11/2017
Perspective-Taking Exercise
Instructions. This task will be similar to a game of Pictionary. You have each been given a card with a word on it. First, one of you will draw in order to get your partner to say the word on your card. Then, your partner will draw for you. It makes no difference who goes first and who goes second. You are to draw anything you wish to draw in order to get your partner to say the word on your card.
Lecture 11: Leader-member exchange theory

21. Foundations of Leadership Studies
4/11/2017
Exercise Rules
1) While drawing, you may not speak to your partner or use hand gestures to communicate with your partner.
2) You may not use numbers, letters, or the number sign (#) in your drawings.
3) You may not write any part of the word, even if your partner has said a part of the word.
4) Your partner must say the word EXACTLY as it appears on the card.
5) You will have 3 minutes in which to draw and for your partner to guess.
Good Luck!!
Lecture 11: Leader-member exchange theory

22. Perspective-Taking Questions
Foundations of Leadership Studies
4/11/2017
Perspective-Taking Questions
When you were drawing, did you draw toward yourself or toward your partner?
How do you think your score on the perspective-taking questionnaire might relate to your performance on this task?
How do you think one’s tendency or ability to take the perspective (i.e., point of view) of another might influence the ways in which leaders and subordinates interact?
Lecture 11: Leader-member exchange theory