1. Industrial-Organizational Psychology Learning Module Leader-Member Exchange (LMX) Theory Prepared by the Society for Industrial and Organizational Psychology - SIOP © 1998

2. Lesson Objectives n Understand the elements of LMX theory n Know the precursors and outcomes of LMX n Know how gender influences fairness in LMX relationships n Understand the role of perspective taking in LMX At the end of this lecture, you should:

3. Prepared by the Society for Industrial and Organizational Psychology - SIOP © 1998 Leader-Member Exchanges n Leaders develop relationships with each member of work group n High quality relationship u member is part of “in-group” u more responsibility, higher satisfaction n Low quality relationship u member is part of “out-group” u less responsibility, lower satisfaction

4. Prepared by the Society for Industrial and Organizational Psychology - SIOP © 1998 Theoretical Overview of LMX n Relationships develop from series of exchanges or interactions n Phase 1: Role-taking u member enters organization u leader assesses member’s abilities/talents n Phase 2: Role-making u informal, unstructured negotiation of role n Phase 3: Role-routinization u social exchange pattern emerges u becomes routine

5. Prepared by the Society for Industrial and Organizational Psychology - SIOP © 1998 Precursors of LMX n Member attributes influence relationship u extroversion u abilities u ingratiation behaviors n Leader provides social support n Affective responses influence relationship u perceived similarity u attraction F leads to increased interaction u trust

6. Prepared by the Society for Industrial and Organizational Psychology - SIOP © 1998 Outcomes of LMX n Job satisfaction n Organizational commitment n Moderated/affected by other factors u type of task matters F level of challenge u situational factors F size of group F workload F financial resources

7. Prepared by the Society for Industrial and Organizational Psychology - SIOP © 1998 Gender/Fairness and LMX n Gender differences influence interactions n Mixed gender relationships u supervisors rate performance lower u supervisors report liking subordinate less u subordinates experience greater role ambiguity n Opposite true in same gender relationships

8. Prepared by the Society for Industrial and Organizational Psychology - SIOP © 1998 Gender/Fairness and LMX Process Phases n 1: Role-taking - mutual respect essential u men and women define respect differently u social categorizing and stereotyping n 2: Role-making - trust develops u single violation may destroy relationship u violations reinforce negative stereotypes n 3: Role-routinization - mutual obligation u gender/fairness issues resolved by this phase

9. Prepared by the Society for Industrial and Organizational Psychology - SIOP © 1998 Perspective-Taking n Ability to “read” leader or member important in LMX n Use role-taking skills to entertain the point of view of another n Associated with empathy, reasonableness, and sensitivity n Negatively associated with aggressiveness and sarcasm

10. Prepared by the Society for Industrial and Organizational Psychology - SIOP © 1998 Perspective-Taking I Questions n When you were drawing, did you draw toward yourself or toward your partner? n How do you think your score on the perspective-taking questionnaire might relate to your performance on this task? n 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?

11. Prepared by the Society for Industrial and Organizational Psychology - SIOP © 1998 Perspective-Taking II Questions n How difficult was it for you to imagine drawing from your partner’s perspective? n How do you think your score on the perspective-taking questionnaire might relate to your performance on this task? n 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?

12. Prepared by the Society for Industrial and Organizational Psychology - SIOP © 1998 Perspective-Taking Wrap-up n 3 role-taking aspects related to perspective-taking u accurate in ability to perceive how others understand and respond to world u can view situations from many perspectives u able to perceive other’s perspective in depth n Leaders and members high on these aspects may have higher quality LMX