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Tells (autocratic)
The 'tells' style is where the 
leader makes all of the decisions 
and issues instructions which must 
be obeyed without question. Quick decisions can be made when speed is required but it does not 
encourage initiative and commitment from subordinates. 
(b) 
Sells (persuasive) 
This style is where the leader still makes all of the decisions but believes that 
subordinates have 
to be motivated to accept them 
and carry them out properly. Employees are made aware of the 
reasons for decisions but they may not accept the decisions. 
(c) 
Consults 
This style is where the 
leader confers with subordinates 
and takes their views into account but 
retains the final say. This encourages motivation and employees can contribute their knowledge 
but it may take much longer to reach decisions. 
(d) 
Joins (democratic) 
This style is where the leader and followers make the decision on the 
basis of consensus
. This 
can provide high motivation and commitment from employees but decision-making might 
become a very long process. 
The Ashridge studies found that: 
(a) 
In an ideal world, subordinates preferred the 'consults' style of leadership. 
(b) 
People led by a 'consults' manager had the most favourable attitude to their work. 
(c) 
Most subordinates feel they are being led by a 'tells' or 'sells' manager. 
(d) In 
practice, 
consistency 
was far more important to subordinates than any particular style. The 
least favourable attitudes were found among subordinates who were unable to perceive any 
consistent style of leadership in their superiors. 
 EXAM FOCUS POINT 
Leadership can be linked with theories of motivation and management style. 
BPP Tutor Toolkit Copy

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CHAPTER 11
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LEADING AND MANAGING PEOPLE