LEADERSHIP AND DECISION
MAKING 2025
PART ONE: LEADERSHIP........................................................................................................... 7
Week 1: Introduction................................................................................................................... 7
1.1. Why do we have a class on leadership?.......................................................................... 7
1.2. Definitions......................................................................................................................... 7
1.2.1. Are leaders born or made?...................................................................................... 8
1.3. What we know about leadership.......................................................................................8
1.3.1. State of leadership research.................................................................................... 9
1.3.2. Leadership training vs. development..................................................................... 10
1.3.3. Leader development.............................................................................................. 11
1.4. Mindful engagement model............................................................................................ 12
1.4.1. Mindful engagement: 1. Approach......................................................................... 13
1.4.2. Mindful engagement – 2. Action............................................................................ 14
1.4.3. Mindful engagement – 3. Reflection...................................................................... 15
1.5. Challenge & Support.......................................................................................................16
Week 2: Traits theories of leadership...................................................................................... 17
2.1. Pre-Class........................................................................................................................ 17
2.1.1. What are traits........................................................................................................17
2.1.2. Traits stability over time......................................................................................... 18
2.1.3. Brief history of trait research (I)..............................................................................18
2.1.4. List of “traits” associated with leadership............................................................... 19
2.1.5. Intelligence.............................................................................................................19
2.1.6. Dark-triad............................................................................................................... 20
2.1.7. Reflection on pre-class material.............................................................................20
2.2. HEXACO Model..............................................................................................................21
2.2.1. Personality types....................................................................................................22
2.2.2. 1: Honesty-Humility................................................................................................22
2.2.3. 2: Emotionality....................................................................................................... 23
2.2.4. 3: Extraversion (vs. Introversion)........................................................................... 23
2.2.5. 4: Agreeableness................................................................................................... 23
2.2.6. 5: Conscientiousness.............................................................................................24
2.2.7. Openness to experience........................................................................................ 24
2.2.8. Ideal personality profile.......................................................................................... 24
2.2.8.1. Too much of a good thing..............................................................................25
2.3. The importance of fit....................................................................................................... 26
2.3.1. Does context matter?.............................................................................................26
1
, 2.3.1.1. Context does indeed matter..........................................................................27
2.3.2. Personal development........................................................................................... 27
Week 3: Behaviors & Styles of leadership.............................................................................. 28
3.1. Pre-Class........................................................................................................................ 28
3.1.1. From traits to behaviors: “Integrated” or “Process” model..................................... 28
3.1.2. Do rewards motivate?............................................................................................ 28
3.1.3. Do sanctions always reach their intended outcomes?...........................................29
3.1.4. Mila case study...................................................................................................... 29
3.2. Leader behaviour............................................................................................................30
3.2.1. Conclusion of Leader’s behaviours........................................................................31
3.3. “Full-range” leadership model.........................................................................................31
3.3.1. Transactional leadership........................................................................................ 32
3.3.1.1. Managing involves setting goals = Setting goal theory................................. 33
3.3.2. Instrumental leadership..........................................................................................34
3.3.2.1. Strategic leadership (“macro”)...................................................................... 34
3.3.2.2. Facilitate employees’ work (“micro”)............................................................. 34
3.3.2.3. Giving effective feedback.............................................................................. 34
3.3.3. Transformational leadership.................................................................................. 35
3.3.3.1. Individualized consideration..........................................................................35
3.3.3.2. Intellectual stimulation...................................................................................35
3.3.3.3. Idealized influence........................................................................................ 36
3.4. Conclusion Full-range leadership model........................................................................ 36
Week 4: Charismatic leadership...............................................................................................37
4.1. Pre-Class........................................................................................................................ 37
4.1.1. Early discussion of charismatic influence.............................................................. 37
4.1.2. Contemporary origins of charismatic leadership....................................................37
4.1.3. Charismatic leadership in Management.................................................................37
4.1.4. Why charismatic leaders motivate?....................................................................... 38
4.1.5. Implicit Leadership Theory.....................................................................................38
4.2. What is charisma?.......................................................................................................... 39
4.2.1. Vision..................................................................................................................... 39
4.3. Charisma in practise....................................................................................................... 39
4.3.1. Do CLT’s work and matter?................................................................................... 41
4.3.1.1. The three experimental conditions from Antonakis et al. (2022):..................42
4.4. Costly commitment......................................................................................................... 43
4.5. Develop your charisma................................................................................................... 43
Week 5: Context & Culture........................................................................................................44
5.1. Pre-Class........................................................................................................................ 44
5.1.1. Context: “Interactionist” perspective...................................................................... 44
5.1.2. Historical perspective on context........................................................................... 44
5.1.2.1. Contingency theory (Fiedler, 1967, 1971).....................................................45
2
, 5.1.2.2. Situational leadership theory (Hersey & Blanchard, 1969)........................... 45
5.1.2.3. Substitutes for leadership (Kerr & Jermier, 1978)......................................... 46
5.1.3. Contemporary perspective on context (Oc, 2018)................................................. 46
5.2. Project timing as a moderator.........................................................................................47
5.2.1. Physical environment as a moderator....................................................................47
5.2.2. Hierarchical distance as a moderator.................................................................... 48
5.2.3. Terrorist attacks as an antecedent......................................................................... 48
5.2.4. Financial crisis as an antecedent...........................................................................49
5.3. Leadership categorization theory (Robert Lord’s work).................................................. 49
5.3.1. Managerial implications of contextual theories...................................................... 50
5.4. Culture as a contextual moderator..................................................................................50
5.4.1. Culture as a filter/lens............................................................................................ 50
5.5. Cultural Dimension Models.............................................................................................51
5.5.1. Hofstede cultural values.........................................................................................51
5.5.2. GLOBE: Universally positive leadership attributes................................................ 52
5.5.3. Simple vs. variform universals............................................................................... 52
5.5.4. Culture Map........................................................................................................... 53
5.5.5. Cross cultural differences in communication......................................................... 53
5.5.6. Cross cultural differences in effective leadership behaviors.................................. 53
5.5.7. Importance of cross-cultural awareness................................................................ 54
5.5.8. Paternalistic Leadership.........................................................................................54
Week 6: Diversity....................................................................................................................... 55
6.1. Introduction: Some numbers...........................................................................................55
6.1.1. Pay gaps................................................................................................................ 55
6.2. Explaining gender gap: Descriptive & prescriptive expectations.................................... 56
6.2.1. Why do we observe fewer women in leadership positions?.................................. 56
6.2.2. Role congruity theory............................................................................................. 57
6.2.2.1. Descriptive expectations............................................................................... 57
6.2.2.2. Prescriptive (or “injunctive”) expectations..................................................... 59
6.3. Creating gender-fair organizations................................................................................. 60
6.3.1. How can we create more gender-fair organizations?............................................ 60
6.3.1.1. What are possible managerial interventions?............................................... 60
6.3.1.2. Importance of role models............................................................................ 61
6.2.1.3. What are possible HR interventions?............................................................61
6.2.1.4. What about providing “diversity incentives”?................................................ 62
6.4. Examples of open-ended exam questions......................................................................62
PART TWO: DECISION MAKING...............................................................................................64
Week 7: Introduction to decision- making from a behavioral science perspective............ 64
7.1. Pre-Class: Questions & Reflections................................................................................64
7.1.1. History of Behavioral economics............................................................................64
7.1.1.1. Behaviorism (i.e., the science of observable behavior): Major influence on
3
, neoclassical economics............................................................................................. 65
7.1.2. Cognitive psychology (the science of inference about mental processes): Not
accounted for by neoclassical economics........................................................................65
7.1.3. Why study ‘Econs’?................................................................................................67
7.1.4. 2008: BE steps up from pure academia.................................................................67
7.2. Prospect theory...............................................................................................................68
7.2.1. Expected Utility Theory (von Neumann & Morgenstern, 1944)..............................68
7.2.2. Prospect Theory: the value function...................................................................... 69
7.3. Commonly-used simplifying heuristics:...........................................................................70
7.3.1. Framing..................................................................................................................71
7.3.1.1. The endowment effect...................................................................................71
7.3.2. Representativeness:.............................................................................................. 71
7.3.3. Availability.............................................................................................................. 72
7.3.3.1. The possibility grid........................................................................................ 72
7.3.4. Confirmation...........................................................................................................73
7.4. Join Decision Making......................................................................................................74
Week 8: How Affect and Cognition impact decision-making................................................ 75
8.1. Pre-class video............................................................................................................... 75
8.2. Some background...........................................................................................................75
8.1.1. Classical view on emotion and decision-making....................................................75
8.1.2. Neuroscientific view on emotion and decision-making.......................................... 76
8.3. A functional view on emotions........................................................................................ 76
8.3.1. Valance.................................................................................................................. 77
8.3.2. Intensity..................................................................................................................77
8.3.3. Duration................................................................................................................. 77
8.3.4. Experiment: POSTERS..........................................................................................78
8.3.5. The End of History illusion..................................................................................... 79
8.4. Cognitive Dissonance..................................................................................................... 79
8.4.1. Experiment: BORING TASKS................................................................................ 79
8.4.2. Upside to cognitive dissonance............................................................................. 80
8.4.3. Downside to cognitive dissonance.........................................................................80
Week 9: Organizational justice and decision-making............................................................ 81
9.1. Pre-class.........................................................................................................................81
9.1.1. Video......................................................................................................................81
9.1.2. Pre-Class Slides.................................................................................................... 81
9.2. The ultimatum game....................................................................................................... 82
9.3. Fairness in the workplace............................................................................................... 82
9.3.1. Why people value fairness in the workplace..........................................................83
9.3.2. Consequences of perceived (un)fairness.............................................................. 83
9.3.3. Citizenship behavior...............................................................................................84
9.4. Different types of justice................................................................................................. 84
4
MAKING 2025
PART ONE: LEADERSHIP........................................................................................................... 7
Week 1: Introduction................................................................................................................... 7
1.1. Why do we have a class on leadership?.......................................................................... 7
1.2. Definitions......................................................................................................................... 7
1.2.1. Are leaders born or made?...................................................................................... 8
1.3. What we know about leadership.......................................................................................8
1.3.1. State of leadership research.................................................................................... 9
1.3.2. Leadership training vs. development..................................................................... 10
1.3.3. Leader development.............................................................................................. 11
1.4. Mindful engagement model............................................................................................ 12
1.4.1. Mindful engagement: 1. Approach......................................................................... 13
1.4.2. Mindful engagement – 2. Action............................................................................ 14
1.4.3. Mindful engagement – 3. Reflection...................................................................... 15
1.5. Challenge & Support.......................................................................................................16
Week 2: Traits theories of leadership...................................................................................... 17
2.1. Pre-Class........................................................................................................................ 17
2.1.1. What are traits........................................................................................................17
2.1.2. Traits stability over time......................................................................................... 18
2.1.3. Brief history of trait research (I)..............................................................................18
2.1.4. List of “traits” associated with leadership............................................................... 19
2.1.5. Intelligence.............................................................................................................19
2.1.6. Dark-triad............................................................................................................... 20
2.1.7. Reflection on pre-class material.............................................................................20
2.2. HEXACO Model..............................................................................................................21
2.2.1. Personality types....................................................................................................22
2.2.2. 1: Honesty-Humility................................................................................................22
2.2.3. 2: Emotionality....................................................................................................... 23
2.2.4. 3: Extraversion (vs. Introversion)........................................................................... 23
2.2.5. 4: Agreeableness................................................................................................... 23
2.2.6. 5: Conscientiousness.............................................................................................24
2.2.7. Openness to experience........................................................................................ 24
2.2.8. Ideal personality profile.......................................................................................... 24
2.2.8.1. Too much of a good thing..............................................................................25
2.3. The importance of fit....................................................................................................... 26
2.3.1. Does context matter?.............................................................................................26
1
, 2.3.1.1. Context does indeed matter..........................................................................27
2.3.2. Personal development........................................................................................... 27
Week 3: Behaviors & Styles of leadership.............................................................................. 28
3.1. Pre-Class........................................................................................................................ 28
3.1.1. From traits to behaviors: “Integrated” or “Process” model..................................... 28
3.1.2. Do rewards motivate?............................................................................................ 28
3.1.3. Do sanctions always reach their intended outcomes?...........................................29
3.1.4. Mila case study...................................................................................................... 29
3.2. Leader behaviour............................................................................................................30
3.2.1. Conclusion of Leader’s behaviours........................................................................31
3.3. “Full-range” leadership model.........................................................................................31
3.3.1. Transactional leadership........................................................................................ 32
3.3.1.1. Managing involves setting goals = Setting goal theory................................. 33
3.3.2. Instrumental leadership..........................................................................................34
3.3.2.1. Strategic leadership (“macro”)...................................................................... 34
3.3.2.2. Facilitate employees’ work (“micro”)............................................................. 34
3.3.2.3. Giving effective feedback.............................................................................. 34
3.3.3. Transformational leadership.................................................................................. 35
3.3.3.1. Individualized consideration..........................................................................35
3.3.3.2. Intellectual stimulation...................................................................................35
3.3.3.3. Idealized influence........................................................................................ 36
3.4. Conclusion Full-range leadership model........................................................................ 36
Week 4: Charismatic leadership...............................................................................................37
4.1. Pre-Class........................................................................................................................ 37
4.1.1. Early discussion of charismatic influence.............................................................. 37
4.1.2. Contemporary origins of charismatic leadership....................................................37
4.1.3. Charismatic leadership in Management.................................................................37
4.1.4. Why charismatic leaders motivate?....................................................................... 38
4.1.5. Implicit Leadership Theory.....................................................................................38
4.2. What is charisma?.......................................................................................................... 39
4.2.1. Vision..................................................................................................................... 39
4.3. Charisma in practise....................................................................................................... 39
4.3.1. Do CLT’s work and matter?................................................................................... 41
4.3.1.1. The three experimental conditions from Antonakis et al. (2022):..................42
4.4. Costly commitment......................................................................................................... 43
4.5. Develop your charisma................................................................................................... 43
Week 5: Context & Culture........................................................................................................44
5.1. Pre-Class........................................................................................................................ 44
5.1.1. Context: “Interactionist” perspective...................................................................... 44
5.1.2. Historical perspective on context........................................................................... 44
5.1.2.1. Contingency theory (Fiedler, 1967, 1971).....................................................45
2
, 5.1.2.2. Situational leadership theory (Hersey & Blanchard, 1969)........................... 45
5.1.2.3. Substitutes for leadership (Kerr & Jermier, 1978)......................................... 46
5.1.3. Contemporary perspective on context (Oc, 2018)................................................. 46
5.2. Project timing as a moderator.........................................................................................47
5.2.1. Physical environment as a moderator....................................................................47
5.2.2. Hierarchical distance as a moderator.................................................................... 48
5.2.3. Terrorist attacks as an antecedent......................................................................... 48
5.2.4. Financial crisis as an antecedent...........................................................................49
5.3. Leadership categorization theory (Robert Lord’s work).................................................. 49
5.3.1. Managerial implications of contextual theories...................................................... 50
5.4. Culture as a contextual moderator..................................................................................50
5.4.1. Culture as a filter/lens............................................................................................ 50
5.5. Cultural Dimension Models.............................................................................................51
5.5.1. Hofstede cultural values.........................................................................................51
5.5.2. GLOBE: Universally positive leadership attributes................................................ 52
5.5.3. Simple vs. variform universals............................................................................... 52
5.5.4. Culture Map........................................................................................................... 53
5.5.5. Cross cultural differences in communication......................................................... 53
5.5.6. Cross cultural differences in effective leadership behaviors.................................. 53
5.5.7. Importance of cross-cultural awareness................................................................ 54
5.5.8. Paternalistic Leadership.........................................................................................54
Week 6: Diversity....................................................................................................................... 55
6.1. Introduction: Some numbers...........................................................................................55
6.1.1. Pay gaps................................................................................................................ 55
6.2. Explaining gender gap: Descriptive & prescriptive expectations.................................... 56
6.2.1. Why do we observe fewer women in leadership positions?.................................. 56
6.2.2. Role congruity theory............................................................................................. 57
6.2.2.1. Descriptive expectations............................................................................... 57
6.2.2.2. Prescriptive (or “injunctive”) expectations..................................................... 59
6.3. Creating gender-fair organizations................................................................................. 60
6.3.1. How can we create more gender-fair organizations?............................................ 60
6.3.1.1. What are possible managerial interventions?............................................... 60
6.3.1.2. Importance of role models............................................................................ 61
6.2.1.3. What are possible HR interventions?............................................................61
6.2.1.4. What about providing “diversity incentives”?................................................ 62
6.4. Examples of open-ended exam questions......................................................................62
PART TWO: DECISION MAKING...............................................................................................64
Week 7: Introduction to decision- making from a behavioral science perspective............ 64
7.1. Pre-Class: Questions & Reflections................................................................................64
7.1.1. History of Behavioral economics............................................................................64
7.1.1.1. Behaviorism (i.e., the science of observable behavior): Major influence on
3
, neoclassical economics............................................................................................. 65
7.1.2. Cognitive psychology (the science of inference about mental processes): Not
accounted for by neoclassical economics........................................................................65
7.1.3. Why study ‘Econs’?................................................................................................67
7.1.4. 2008: BE steps up from pure academia.................................................................67
7.2. Prospect theory...............................................................................................................68
7.2.1. Expected Utility Theory (von Neumann & Morgenstern, 1944)..............................68
7.2.2. Prospect Theory: the value function...................................................................... 69
7.3. Commonly-used simplifying heuristics:...........................................................................70
7.3.1. Framing..................................................................................................................71
7.3.1.1. The endowment effect...................................................................................71
7.3.2. Representativeness:.............................................................................................. 71
7.3.3. Availability.............................................................................................................. 72
7.3.3.1. The possibility grid........................................................................................ 72
7.3.4. Confirmation...........................................................................................................73
7.4. Join Decision Making......................................................................................................74
Week 8: How Affect and Cognition impact decision-making................................................ 75
8.1. Pre-class video............................................................................................................... 75
8.2. Some background...........................................................................................................75
8.1.1. Classical view on emotion and decision-making....................................................75
8.1.2. Neuroscientific view on emotion and decision-making.......................................... 76
8.3. A functional view on emotions........................................................................................ 76
8.3.1. Valance.................................................................................................................. 77
8.3.2. Intensity..................................................................................................................77
8.3.3. Duration................................................................................................................. 77
8.3.4. Experiment: POSTERS..........................................................................................78
8.3.5. The End of History illusion..................................................................................... 79
8.4. Cognitive Dissonance..................................................................................................... 79
8.4.1. Experiment: BORING TASKS................................................................................ 79
8.4.2. Upside to cognitive dissonance............................................................................. 80
8.4.3. Downside to cognitive dissonance.........................................................................80
Week 9: Organizational justice and decision-making............................................................ 81
9.1. Pre-class.........................................................................................................................81
9.1.1. Video......................................................................................................................81
9.1.2. Pre-Class Slides.................................................................................................... 81
9.2. The ultimatum game....................................................................................................... 82
9.3. Fairness in the workplace............................................................................................... 82
9.3.1. Why people value fairness in the workplace..........................................................83
9.3.2. Consequences of perceived (un)fairness.............................................................. 83
9.3.3. Citizenship behavior...............................................................................................84
9.4. Different types of justice................................................................................................. 84
4
