Page 113 - The extraordinary leader

90 • The Extraordinary Leader

four plausible explanations. We think all are at work, but it is impossible to
define precisely how much of the linkage is attributed to one of these forces
versus the others.
The four explanations are the following:

1. A strength in one competency creates a powerful “halo,” so that
colleagues, whether subordinates, peers, or bosses, perceive the
individual as being effective in a number of other areas because
of a strength in one.
2. In the process of developing any one strength, the individual develops
other skills. Getting good at something enables you to be more
proficient at several other related activities. We have labeled this the
“cross-training” effect.
3. Self-confidence is increased when any skill is acquired and produces
success. People often possess skills but do not use them, because they
lack the self-confidence to try them. Success in developing one
competency increases confidence, which leads to trying another.
4. Aspiration level increases when people succeed in any one dimension.
It encourages the individual to set his or her sights higher and higher
in other realms.

1. The Power of the “Halo Effect”

Solomon Asch in 1946 did experiments on how people form impressions of
others. His theory was that perceptions are formed from our view of an entire
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person rather than by focusing on individual traits and characteristics. In other
words, people’s perceptions are created from our view of the whole person
rather than a rational evaluation of each individual piece. To prove this theory
Asch devised an ingenious experiment. He generated lists of attributes that
described an individual. The lists were read to two different experimental
groups. Table 4-1 shows the characteristics on each list.
As can be readily noted by reading through the two lists, they are identical
except for two words. List A has the attribute “Warm,” whereas List B has
“Cold.” After being provided either List A or List B, each group was then given
an additional list of attributes and instructed to indicate other qualities an indi-
vidual might have. Substantial differences were found between attributes
marked by groups who had List A and those from groups that had List B.