Five Major Groups of Leadership Theory

1. Don could have been a better leader over the past three years. (a) List and describe the FIVE major groups of leadership theory, (b) choose ONE of those theories and use it to explain why he was not a successful leader, and (c) use the same theory to explain how he could improve his leadership.

A)

Trait Approach. Leaders have certain in-born traits such as intelligence, confidence, charisma that the followers don't have. (Tanner, D, & C, 2009)

Behavioral Approach. These approach looks at behaviors that make people good leaders, focusing in consideration and relationships in one hand and in behaviors that helped a group accomplishing a task (initiating structure). (Tanner, D, & C, 2009)

Situational Approaches. This approach studies the situation and how leaders can best respond at them, rather than focusing on traits and behavior. It will classify leaders into a particular style (which is considered fixed) and then look at three dimensions 1) Leader-member relations; 2) Tasks structure; and 3) Position power. (Tanner, D, & C, 2009)

Contemporary Perspectives of Leadership. This approach makes particular emphasis on the relationships between the leader and the followers. That the leaders should build relationships based on trust, respect, and empowerment. A leader has the ability to transform others. (Tanner, D, & C, 2009)

Emerging Leadership Concepts. New emergent approaches focus on developing or serving your followers. Are based in ethical use of power, humility and also incorporate some of the principles of the transformational theory. (Tanner, D, & C, 2009)

B)

Based on the Contemporary Perspectives of Leadership approach, building close relationships is essential (Tanner, D, & C, 2009). Don spent less and less time with his senior consultants, so the relationship became more formal and impersonal. Which according to the leader-member exchange theory makes staff less productive and less willing to give the extra mile (Tanner, D, & C, 2009). From the very beginning, Don identified that only 20% of his staff was bringing 80% of the business. However, he spent most of his time on the 80% of the remaining consultants, rather than building closer relationships with the successful senior staff and to empower them to share the leadership role with him. That is mentoring new staff, participating in the recruitment process, etc.

C)

In preparation to the meeting his boss Jack Jensen, Don had reflected on his leadership approach and has come up with some good strategies for developing his relationship with his senior staff. As stated in the case study "...the plan included having his experienced, successful financial consultants mentor and partner with new consultants to help them close new business" (Tanner, D, & C, 2009, p.389). In order for this to be successful, Don need to nurture intimate and close relationships with his senior staff. In this way he is empowering his senior staff to create the same quality of relationships with the new recruited staff. Where everyone is part of the in-group and therefore there is more commitment, trust, and loyalty to the company.

2. You believe that a CRM system could help solve a number of the problems facing Don Krane. (a) Explain what a CRM system is, (b) explain how it could solve specific problems outlined in the case.

CRM stands for Customer Relationship Management and "is the process of identifying and grouping customers in order to develop an appropriate relationship