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Abstract(s)
A presente dissertação investiga as estratégias utilizadas pelos líderes para persuadir e convencer os liderados das suas decisões e objetivos em ambiente organizacional.
Esta investigação teve origem, além do gosto e curiosidade pela temática, também na atualidade e crescente importância da liderança no âmbito organizacional. Embora não seja um tema recente e já tenha sido alvo de inúmeros estudos, a dinâmica social entre líderes e liderados apresenta-se relevante numa sociedade caracterizada por constantes mudanças sociais e organizacionais.
A revisão de literatura pretende, primeiramente, refletir sobre o papel da cultura e da comunicação na organização, estreitando, em simultâneo, a caracterização desta realidade. Em segundo lugar, o objetivo é compreender o conceito de liderança sob a perspetiva de quem lidera e quem é liderado, com enfoque na sua origem e nas teorias que são mais relevantes sobre o fenómeno no contexto organizacional. Por fim, serão exploradas as técnicas de influência e persuasão empregues pelos líderes, analisando o fenómeno da retórica, e distinguindo a persuasão do convencimento.
O trabalho de campo assenta em entrevistas a líderes e liderados. Esta escolha serve para conhecer os dois lados da dinâmica da liderança. Todos os envolvidos nesta fase têm mais de 50 anos e trabalham em diversas áreas profissionais, o que nos permite conhecer diversas realidades, sem perder a linha delineadora do estudo. A idade dos entrevistados também não foi deixada ao acaso, uma vez que o objetivo era entrevistar pessoas com uma experiência profissional relevante
This dissertation investigates the strategies used by leaders to persuade and convince the followers of their decisions and goals in an organizational environment. In addition to the taste and curiosity for the subject, this research also originated from the current situation and the growing importance of leadership in the organizational field. Although it is not a recent theme and has already been the subject of numerous studies, the social dynamics between leaders and led is relevant in a society characterized by constant social and organizational changes. The literature review aims, firstly, to reflect on the role of culture and communication in the organization, while at the same time narrowing the characterization of this reality. Secondly, the objective is to understand the concept of leadership from the perspective of who leads and who is led, focusing on its origin and the theories that are most relevant about the phenomenon in the organizational context. Finally, the techniques of influence and persuasion employed by leaders will be explored, analyzing the phenomenon of rhetoric and distinguishing between persuasion and conviction. The fieldwork is based on interviews with leaders and led. This choice serves to get to know both sides of the leadership dynamic. All those involved in this phase are over 50 years old and work in different professional areas, which allows us to get to know different realities, without losing the outline of the study. The age of the interviewees was also not left to chance, since the objective was to interview people with relevant professional experience.
This dissertation investigates the strategies used by leaders to persuade and convince the followers of their decisions and goals in an organizational environment. In addition to the taste and curiosity for the subject, this research also originated from the current situation and the growing importance of leadership in the organizational field. Although it is not a recent theme and has already been the subject of numerous studies, the social dynamics between leaders and led is relevant in a society characterized by constant social and organizational changes. The literature review aims, firstly, to reflect on the role of culture and communication in the organization, while at the same time narrowing the characterization of this reality. Secondly, the objective is to understand the concept of leadership from the perspective of who leads and who is led, focusing on its origin and the theories that are most relevant about the phenomenon in the organizational context. Finally, the techniques of influence and persuasion employed by leaders will be explored, analyzing the phenomenon of rhetoric and distinguishing between persuasion and conviction. The fieldwork is based on interviews with leaders and led. This choice serves to get to know both sides of the leadership dynamic. All those involved in this phase are over 50 years old and work in different professional areas, which allows us to get to know different realities, without losing the outline of the study. The age of the interviewees was also not left to chance, since the objective was to interview people with relevant professional experience.
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Keywords
Organização Liderança Líder Liderado Persuasão Convencimento Organization Leadership Leader Led Persuasion Convincement