Professional Documents
Culture Documents
For people and organizations who desire a model to apply, the best I have
discovered was developed from work by Tannenbaum and Schmidt (1958) and
Sadler (1970).
• Tell: the supervisor makes the decision and announces it to staff. The
supervisor provides complete direction.
• Sell: the supervisor makes the decision and then attempts to gain
commitment from staff by "selling" the positive aspects of the decision.
• Join: the supervisor invites employees to make the decision with the
supervisor. The supervisor considers her voice equal in the decision
process.
Their research discovered that, "the supervisor who wishes to generate positive
impact on satisfaction with supervision, satisfaction with work, and solidarity and
to reduce communication anxiety should strive to get her/his subordinates to
perceive her/him as using a more employee-centered (consult-join) leadership
style." At the same time, however, the supervisor cannot be seen by employees
as abdicating responsibility for decision making.