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As a manager, it's not always right to treat everyone on your team in the same way.
For instance, you probably have team members that you've developed a
great relationship with: you trust them, they work hard, and they've
never let you down. To you, these team members are invaluable, and you
make an extra effort to send challenging projects their way.
It's also likely that you have others on your team who you think less
well of. They may not have far-reaching career goals, they're less
competent, and you simply don't trust them to the same extent. These
team members get everyday responsibilities, and are not considered for
promotions or challenging assignments.
However, have you ever stopped to analyze why you don't trust certain
team members? Rightly or wrongly, do you let that distrust, or the
belief that they're unreliable, influence how you relate to them? Do
you, even subconsciously, withhold opportunities that might help them
grow and succeed?
This situation is at the heart of the Leader-Member Exchange Theory.
This theory, also known as LMX or the Vertical Dyad Linkage Theory,
explores how leaders and managers develop relationships with team
members; and it explains how those relationships can either contribute
to growth or hold people back.
Understanding the Theory
The Leader-Member Exchange Theory first emerged in the 1970s. It
focuses on the relationship that develops between managers and members
of their teams.
The theory states that all relationships between managers and subordinates go through three stages. These are:
- Role-Taking.
- Role-Making.
- "Routinization."
Let's look at each stage in greater detail.
1. Role-Taking
Role-taking occurs when team members first join the group. Managers use this time to assess new members' skills and abilities.
2. Role-Making
New team members then begin to work on projects and tasks as part of
the team. In this stage, managers generally expect that new team members
will work hard, be loyal and prove trustworthy as they get used to
their new role.
The theory says that, during this stage, managers sort new team members (often subconsciously) into one of two groups.
- In-Group - if team members prove themselves loyal, trustworthy and skilled, they're put into the In-Group. This group is made up of the team members that the manager trusts the most. Managers give this group most of their attention, providing challenging and interesting work, and offering opportunities for additional training and advancement. This group also gets more one-to-one time with the manager. Often, people in this group have a similar personality and work-ethic to their manager.
- Out-Group - if team members betray the trust of the manager, or prove that they're unmotivated or incompetent, they're put into the Out-Group. This group's work is often restricted and unchallenging. Out-Group members tend to have less access to the manager, and often don't receive opportunities for growth or advancement.
3. Routinization
During this last phase, routines between team members and their managers are established.
In-Group team members work hard to maintain the good opinion of their
managers, by showing trust, respect, empathy, patience, and
persistence.
Out-Group members may start to dislike or distrust their managers.
Because it's so hard to move out of the Out-Group once the perception
has been established, Out-Group members may have to change departments
or organizations in order to "start over."
Once team members have been classified, even subconsciously, as
In-Group or Out-Group, that classification affects how their managers
relate to them from then on, and it can become self-fulfilling.
For instance, In-Group team members are often seen as rising stars
and the manager trusts them to work and perform at a high level. This is
also the group that the manager talks to most, offering support and
advice, and they're given the best opportunities to test their skills
and grow. So, of course, they're more likely to develop in their roles.
This also holds true for the Out-Group. The manager spends little, if
any, time trying to support and develop this group. They receive few
challenging assignments or opportunities for training and advancement.
And, because they're never tested, they have little chance to change the
manager's opinion.
Using the Theory
You can use the Leader-Member Exchange Theory to be aware of how you perceive members of your own team.
To do this, follow these steps:
1. Identify Your Out-Group
Chances are, you know who's in your Out-Group already. Take a moment to note their names down.
Next, analyze why these people have fallen "out of favor." Did they
do something specifically to lose your trust? Do they exhibit bad behavior at work? Are they truly incompetent, or do they have low motivation?
Analyze what they've actually done, and compare the facts with your
perceptions. Do these match, or have you (perhaps subconsciously) blown
things out of proportion?
2. Reestablish the Relationship
It's important that, as the leader, you make a reasonable effort to
reestablish a relationship with Out-Group team members. Research
published in the Leadership Quarterly journal in 1995 showed that team
members who have high quality relationships with their leader have
higher morale, and are more productive than those who don't. So you, and
your organization, can benefit from creating a better relationship.
Keep in mind that this group will likely be wary of any attention or
support from you; after all, they may not have had it in the past.
First, meet each team member one-on-one. Take the time to find out if
they're happy with their job. What are their career goals? What can you
do to make their work more challenging or engaging?
A one-on-one meeting can also help you identify that person's psychological contract
with you - that is, the unspoken benefits they expect from you, as
their leader. If they're in the Out-Group, they may feel that the
psychological contract has been broken.
You also need to discover what truly motivates them. Use McClelland's Human Motivation Theory or Herzberg's Motivators and Hygiene Factor Theory to find out what drives them to succeed.
Once you've had a chance to reconnect with your team members through
one-on-one meetings, do what you sensibly can to continue to touch base
with them. Practice management by walking around,
or drop by their office to see if they need help on projects or tasks.
Work on getting to know these team members on a personal level.
3. Provide Training and Development Opportunities
Remember, the biggest advantage to the Leader-Member Exchange Theory
is that it alerts you to the preference you might unconsciously - and
possibly unfairly - be showing some team members; this allows you to
offer all of your team members appropriate opportunities for training,
development, and advancement.
Your Out-Group team members may benefit from a mentoring or coaching relationship with you.
You may also want to provide them with low risk opportunities to test and grow their skills. Use task allocation strategies to make sure you're assigning the right task to the right person. Also, take our Bite-Sized Training session, Setting Goals for Your Team, to learn how to set effective and realistic goals for these team members.
You can also use the Nine-Box Grid for Talent Management to re-assess their potential from time to time, and to give them the right development opportunities.
Warning:
A problem with the Leader-Member Exchange Theory is that it assumes that all team members are equally worthy of trust, prestigious projects and advancement. Although we may like to think that everyone is honest, hard-working and worthy of our esteem, the reality can be different!Managers need to get the best possible results. This means putting the right people in the right places, and it means developing and reinforcing success. Of necessity, this means that talented people will get more interesting opportunities and may get more attention than less-talented ones.
Use the Leader-Member Exchange Theory to make sure that you're objective in the way that you deal with people, but don't be naïve in the way that you apply it.
Key Points
The Leader-Member Exchange Theory first appeared in the 1970s. It analyzes the relationship between managers and team members.
Team members typically go through three phases in their relationship
with their manager: Role-Taking, Role-Making, and Routinization.
Typically, during the Role-Making phase, group members are classified
into one of two groups: In-Group, and Out-Group. In-Group team members
often receive more attention and support, and more opportunities, from
their managers. Out-Group members get very little face time, and few
opportunities.
You can use the Leader-Member Exchange Theory to identify and
validate any perceptions that you might have of people on your team.
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