15 Lecture

Fundamentals of Management Influencing and Communication
Chapter 15
Influencing and Communication
By
Dr. Doaa Saleh
Overview
Introduction Theories of Business

Management Ethics
(Ch. 1)
(Ch. 2) (Ch. 3)
Fundamentals of Influencing
Definitions
• Influencing:
The process of guiding the activities of organization members in
appropriate directions.
• Appropriate Directions:
The directions that lead to management system objectives attainment.
Influencing involves focusing on organization members as people and

dealing with such issues as morale, arbitration of conflicts, and the
development of good working relationships.
The Influencing Subsystem

The Influencing Subsystem

Chief Executives’ Ranking of Skills They Believe Should Be Taught
Emotional Intelligence
• Is a concept developed by Daniel Goleman, is growing in popularity
and prominence among both managers and management scholars.
• Overall, Goleman’s concept enriches a discussion of influencing by
focusing on specific skills that enable managers to become successful
in guiding people toward goal accomplishment.
• Definition:
Is the capacity of people to recognize their own feelings and the
feelings of others, to motivate themselves, and to manage their own
emotions as well as the emotions in relationships with others.
• Studies indicate that managers with higher levels of emotional
intelligence are likely:
• to be successful because they are likely to build organization culture
characterized by trust, learning, information-sharing, and desirable risk
taking.
• to be interpersonally effective when compared to managers with lower levels
of emotional intelligence.
• to be more satisfied in their jobs than other managers.
• to have the employees who work for them with higher levels of emotional
intelligence are more satisfied with their jobs.
Communication
• Definition:
Is the process of sharing information with other individuals.
Information, as used here, is any thought or idea that managers want
to share with others.
• Communication Activities:
• Interpersonal communication.
• Sharing information with other organization members.
Interpersonal Communication
• How interpersonal communication works?
• The relationship between feedback and interpersonal
communication.
• The importance of verbal versus nonverbal interpersonal
communication
How interpersonal communication works?
• The source/encoder (source):
• Is the person in the interpersonal communication situation who originates
and encodes information to be shared with others (ThoughtsLetter).
• The signal:
• Encoded information that the source intends to share constitutes a message.
• The decoder/destination (destination):
• Is the person or persons with whom the source is attempting to share
information.
How interpersonal communication works?
Successful and Unsuccessful Interpersonal Communication
• Successful Communication:
• An interpersonal communication situation in which the information the
source intends to share with the destination and the meaning the destination
derives from the transmitted message are the same.
• Unsuccessful Communication:
• An interpersonal communication situation in which the information the
source intends to share with the destination and the meaning the destination
derives from the transmitted message are different.
Barriers to Successful Interpersonal
Communication
• Communication Macrobarriers:
Are factors that hinder successful communication in a general
communication situation.
1. The increasing need for information.
2. The need for increasingly complex information.
3. The reality that people in the United States are increasingly coming
into contact with people who use languages other than English.
4. The constant need to learn new concepts cuts down on the time
available for communication.
Barriers to Successful Interpersonal
Communication
• Communication Microbarriers:
Are factors that hinder successful communication in a specific
communication situation.
1. The source’s view of the destination.
2. Message interference.
3. The destination’s view of the source.
4. Perception.
5. Multimeaning words.
Achieving Communication Effectiveness

1. Seek to clarify your ideas before communicating
2. Examine the true purpose of each communication
3. Consider total physical and human setting whenever you communicate
4. Consult with others, when appropriate, in planning communications
5. Be mindful of the overtones while you communicate
6. Take the opportunity to convey something of help or value
7. Follow up your communication
8. Communicate for tomorrow as well as today
9. Be sure your actions support your communications
10. Seek not only to be understood, but also to understand
Feedback and Interpersonal Communication

• Feedback is the destination’s reaction to a message.
• Verbal Feedback.
• Nonverbal Feedback.
Verbal and Nonverbal Interpersonal
Communication
• The Importance of Nonverbal Communication
Total message impact = %7 words + %38 vocal tones + %55 facial expressions
• Nonverbal messages can also be used to add content to verbal
messages.
Interpersonal Communication in
Organizations
• Formal Organizational Communication
• Types of Formal Organizational Communication
• 1. Downward
• 2. Upward
• 3. Lateral
Patterns of Formal Organizational
Communication
Informal Organizational Communication

• Patterns of Informal Organizational Communication
Grapevine characteristics:
1. Springs up and is used irregularly within the organization
2. Not controlled by top executives
3. Exists largely to serve the self-interests of the people within it
Grapevine patterns:
1. The single-strand grapevine
2. The gossip grapevine
3. The probability grapevine
4. The cluster grapevine
Informal Organizational Communication

Encouraging Formal Organizational
Communication
• Support the flow of clear and concise statements.
• Ensure that all members have free access to formal channels.
• Assign specific communication responsibilities to staff.
• Trust in leaders.
Overview
Introduction Theories of Business

Management Ethics
(Ch. 1)
(Ch. 2) (Ch. 3)

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15 Lecture

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Fundamentals of Management Influencing and Communication

Introduction Theories of Business

Influencing involves focusing on organization members as people and

The Influencing Subsystem

The Influencing Subsystem

Achieving Communication Effectiveness

Feedback and Interpersonal Communication

Informal Organizational Communication

Informal Organizational Communication

Introduction Theories of Business

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