Luxury Airlines recently added a direct route from Chicago to Paradise Island. T

Question

Luxury Airlines recently added a direct route from Chicago to Paradise Island. To celebrate, Luxury's Senior Vice President of Sales, Jacob Rikker. He asked each of his 10 reps to invite their best Midwest customers for a four-day weekend trip. Jacob's known in the sales team of his leadership style. He always involves his sales team in decisions. "Salespeople on the street known better than we do' Jacob said. John is one of the field sales manager said Jacob is the right leader in the right place, he always be there when you need him, he does not bother him-s problems, we are taking care of all sales issues" Answer the following questions: Analyze the situational leadership theory. (6 Marks) [CLO 3 Discuss Jacob's leadership style. (4 Marks) [CLO 4]

Explanation / Answer

Situational leadership theory is based on the premise that many factors contribute to the style of leadership – of both the leader as well of the employees. Based on the situation as well as characteristics, four styles of situational leadership form a parabola – Delegating, Supportive, Directional and Coaching. The theory is developed basis segments on level of maturity (indicating independence for the employee) and degree of support to the employees.

Basis these, the four styles of situational leadership are:

Directive: High directive and low supportive characteristics

Coaching: High directive and high supportive characteristics

Supporting: Low directive and high supportive characteristics

Delegating: Low directive and low supportive characteristics

Jacor’s leadership style can be characterized as that of Participating or supportive style. As mentioned in the case, Jacob doesn’t bother himself with daily problems and all sales issues are handled by the sales team. In decision making as well, sales team is involved and there is high amount of confidence Jacob has placed on his team. Jacob’s trust on sales team capability and involvement of the team in decision making process, increases the acceptance by the team members and work more and more independently.

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