商务行为技巧作业.doc

题目 蓝体字为书中的 前言 1. The approaches to leadership include: the trait, style approach, contingency, transformational, and action centered approach. Depend on the Frank’ leadership of the case study, I will detail two approaches are following: The behavioral approach. Researchers at Ohio State University surveyed hundreds of leaders in the 1970s. The researchers studied their behavior in terms of two dimensions: consideration and initiating structure. Consideration was defined as concern for subordinates’ ideas and feelings, and tends to build trust and relationships in the group. Initiating structure was defined as what need to be done and how it should be done in order to achieve goal achievement and task orientation. The Michigan Studies found that effective supervisors seemed to have the following behaviors: They tended to delegate authority and avoided close supervision of staff; They should interest and concern for their staff as individuals; They involved their staff in problem solving and decision making; They set high standards of performance. From the case study, we can find that initially, Frank give each member of staff an opportunity to put forward suggestions on how things could be improved. His leadership is democratic. He gave staff opportunities and made them have positive to work. The contingency approach. Fred Fiedler argued that leadership effectiveness depended on two interacting factors: the leadership style and the degree to which the situation gives the leader control and influence. He suggests that a manager should choose task or employee orientation according to the interaction of three situational variables: leader-member relations, task structure, and leader position power. 2. The senior managers, who have been researching alternative markets for the company’s products and expertise, they can adopt these influence skills to persuade Frank to consider their proposals. 1) The senior managers can explain reasons about adopt theirs proposal,