Power and Influence – A Case Study of Leaders in Real Estate Company

Power and influence are vital ingredients for a leader’s success. However, the level of power and influence which a leader has differs depending on his capability, his followers and the situation on hand. This study looks at what leaders in the real estate industry understand about the concept of power and influence in leadership, based on their own experience and perception. The research is qualitative in nature, with data collected using in-depth interviews and also open-ended questionnaires. Findings from the research could provide constructive information to real estate leaders to better manage their followers and achieve organisational goals. This is especially important as there is currently little leadership research done in the real estate agency in Malaysia while the number of real estate leaders have increased a lot in recent years. Finding s from the study indicate that power is important as a control tool while influence is basically used as guidance. Despite previous researches that support this finding, there is also a contradiction from other studies. This paper also found that there is a need for the top management to interfere in their subordinates decision making or actions in work-related matters in order to achieve the company target, to minimize any wrongdoings by negotiators, to assist in the initial stage of any new projects or task given as well as to ensure no rules and regulations of the Board of Valuers, Appraisers and Estate Agents will be violated.