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Persuasion: getting your points across.

Paul Preston1, Jamie Haeuser, Bennett Solberg

  • 1University of Montevallo, Montevallo, Alabama, USA.

Clinical Leadership & Management Review : the Journal of CLMA
|June 30, 2004
PubMed
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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.

Related Experiment Videos

  • 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.