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Persuasion: getting your points across
Paul Preston1, Jamie Haeuser, Bennett Solberg
1University of Montevallo, Montevallo, Alabama, USA.
Summary
Effective leaders use persuasion to foster follower commitment, moving beyond mere involvement. This strategy maximizes organizational and personal objectives by enhancing employee dedication.
Area of Science:
- Management Science
- Organizational Behavior
- Social Psychology
Background:
- Leaders employ various motivational tactics, including force, manipulation, and persuasion.
- Persuasion is identified as a uniquely powerful and effective leadership tool.
- Distinguishing between follower involvement and commitment is crucial for productivity.
Purpose of the Study:
- To examine the latest research on persuasion techniques in leadership.
- To explore the application of persuasion research for improved management practices.
- To understand how persuasion drives follower commitment versus mere involvement.
Main Methods:
- Review of current persuasion research literature.
- Analysis of leadership motivational strategies.
- Application of persuasion concepts (sellers and buyers) to management contexts.
Main Results:
- Persuasion is more effective than force or manipulation in achieving deep follower commitment.
- High commitment, unlike mere involvement, leads to more productive organizational behavior.
- Effective leaders consistently utilize persuasion to align followers with objectives.
Conclusions:
- Persuasion is a vital leadership skill for cultivating employee commitment.
- Understanding persuasion dynamics can significantly enhance management effectiveness.
- Shifting from involvement to commitment through persuasion drives organizational success.