The Underlying Assumption And Goal Of Getting Involved At An Organization

If you are confident in yourself, your knowledge, opinions, and beliefs, you sway your customers

In his book, The Tipping Point: How little things can make a big difference (2000), Malcolm Gladwell highlights the power of intelligent action and the potential of little changes for starting epidemics. Concepts such as the law of few, the stickiness factor, and the power of context arouse epidemics both in macro-level and in micro-level. In detail, the law of few affirms the influence on communication. Connectors, mavens, and salesmen each has abilities to conjoin, collect, and cajole; they distribute information globally. The stickiness factor refers to a technique, which emphasize and allow information to stick in the minds of consumers. Last, the power of context stresses that both individual’s reaction and community’s cohesion can

Group forces influence buying because there may be a complex set of smaller decisions made or influenced by several individuals. The degree of involvement of each member varies. Three questions are taken into consideration when a decision is being considered, which organizational members take part in the buying process, what is each member’s relative influence in the decision, and what criteria are important to each. All of the deciders from Gentech worked as a group on the purchasing decision each had an involvement and came to a decision as a group.

Good communication can enhance cooperation, which is vital in management. A good manager is able to bring out the best in his subordinates and encourage them to cooperate while making sure they are efficient. Autocratic managers make decisions and relay them to their followers and don’t allow feedback. There is improper communication with autocratic managers. This improper communication hurts cooperation and cooperation is vital to a business. A business needs great communication between managers and subordinates in order to thrive and autocratic managers prevent that cooperation. Mesly is able to show this in his investigation by highlighting the feelings of frustration and suspicion between the managers and followers. These feelings disrupt communication and overall effectiveness( Mesly,2011). This study was able to show how important it is to be open and able to connect to your followers emotionally as a manager. I believe that Mesly’s findings are really important and should be considered when one is in a managerial role. Being diplomatic and engaging with your followers and seeing what their needs are seems to be a far more effective way of managing than the autocratic manager.

In the business world, being persuasive is a must have trait so that others can understand personal viewpoint, while gaining knowledge of individual perspective. This ability to persuade is needed in the workplace. Carol Deeb of Demand Media states that, “Convincing management to agree with your viewpoints can help to advance your career and your company mission. An eloquent delivery may persuade top-level supervisors to make changes that can help to improve systems or processes.”(Deeb 1). Being persuasive can stunt the growth, and improve companies. Carol Deeb shows readers that possessing this skill can benefit the company. Being able to persuade will help individuals impress the supervisors above the individual as well. She quotes, “By developing a new way to accomplish a task or manufacture a product, you have the potential to save your company money and make yourself shine in front of management.”(Deeb 1). Carol Deeb shows readers, and owners of companies that, in fact, persuasion is a trait that employees should be in possession of. When employees acquire this trait, they shine in front of their employers, and they benefit the company by saving money. Women acquire this trait of persuasion. Caliper’s study regarding the “Qualities That Distinguish Women Leaders”, provides evidence revealing women’s persuasive capabilities. Caliper’s report quotes, “The women leaders scored significantly higher

Base of power determines what form of influence tactics is necessary during a change initiative. Research has shown that upward influence attempts directed toward superiors to be the most effective (Putting Power To Work, 2013). The consultant will use a couple of influence tactics, such as upward appeal of formal and informal requests to company management and coalition formation by seeking united support from other members of the organization (Putting Power to Work, 2013). The consultant would direct these influence tactics to the president of Kudler Fine Foods and the directors to ensure that the implementation process is a seamless effort for all stakeholders.

The first skill of idealized influence is the “ability of the leader to build loyalty and commitment within others by building a sense of mission, without consideration of their own self-needs” (Ghadi & Fernando, 2013, p.535). To build loyalty among followers, “the leader will have to strengthen mutual confidence, respect and trust” (Doody & Doody, 2012, p.2). As a leader, I will first have to show confidence in my decision-making as well as my vision that I am exuding. Idealized influence is the ability of the leader to build commitment within their followers, which is influenced by self-confidence, respect and trust. Involving followers and asking for their advice will help to instil a sense of mutual respect and trust. For the leader to be effective in influencing their followers, they must also have charisma, defined by Doody & Doody

A leader that is also an influencer cannot only create positive behaviors from others, but they can also create long lasting positive behaviors. It is important to make a person feel like they have the option to choose from behavior A or behavior B. When you take away a persons choice in the matter it is more than likely that they will rebel. It is also important to allow others to learn of the positive and negative outcomes regarding their decisions. Once a person becomes aware of the possible long-term positive impact of doing a specific behavior, more than likely they will stick to choosing that correct behavior. An influencer provides others with a 360-degree view of their behaviors. If people are 100% aware of the consequences and results of their behaviors, then they will be more likely to want to, on their own, alter their behaviors in order to produce successful

Vice versa, studies have shown that “servant leadership values held by sales managers have a significant effect on salesperson values about customer interactions, ultimately affecting salesperson performance” (Jaramillo, Grisaffe, Chonko, & Roberts, 2009). Thus, we can conclude that servant leaders play a key role in the improvement of sales revenue.

The management’s view of the sales issue and field-based perceptions are different. For example, the management believes that the company has kept pace with the business but he market perception is that it has not and still a premium company which only a few can afford. Though there are products, which are priced competitively, but this has not been communicated to the customers adequately.

Idealized influence leaders are there to be the role model of the team. They have characteristics that are very distinct characteristics (Gardner, 2010). They are positive and confident (Gardner,

After spending a good amount of the semester discussing and learning about Robert Cialdini, it is safe to say that no good discussion on influence and persuasion can go very far without talking about the man who wrote the book on influence. After learning about Cialdini, we now know what he identifies as the six weapons of influence. The six weapons are reciprocity, commitment and consistency, social proof, liking, authority and scarcity. By weapons, what Cialdini really relays, are the six behavioral triggers that tend to create habitual and expected compliance. To see if these influences really exist in the real world, we made trips to places where we were going to be potential customers, being sold a product or service by someone. We

It is essential for business leaders to have excellent verbal and non-verbal communication skills, as leaders are often a symbol of a company’s integrity and this affects not only how customers perceive the company, but also impacts the thoughts and actions of lower positioned employees. For example, a leader that speaks using improper grammar, or writes correspondence with spelling errors throughout it, could project a negative image that can be harmful to a company. Customers might conclude that the leader is incompetent and they might decide that they do not wish to purchase goods from a company that hires inept leaders. Furthermore, employees might become less apt to respect an authority that appears to be uneducated, as well as employees might feel that if the leader disregards using proper communication than it is not necessary for them to use it either. Business leaders need to know when to listen, when to talk, and how to share ideas effectively. Clear and concise communication states exactly how, who, what, and when and serves to guide, direct, protect, persuade, and to inform. Communication is essential for decreasing miscommunications and for increasing productivity, motivation, and efficiency. When someone uses effective communication, he or she is more apt to have favorable results and his or her requests will become granted more often. Furthermore, communication builds goodwill. Having excellent communication skills is

of the key issues result from John’s inability to comprehend the difference between sales representative and a sales manager. He was overly enthusiastic about his position and disregarded Phil Jackson’s tips on how to be successful as a sales manager. Sales managers must be multi-taskers who plan, organize and lead the functions of all customer contact and ensures that these methods of contact maximize the profit and sales goals of the company which hires them. A salesperson is responsible only for his/her own territory – a sales manager is responsible for the entire sales force and their productivity and revenue that

Salesmen are the third type of opinion leaders who influence people with their power of persuasion. They are naturally charismatic in nature and often found in the sales jobs.