Book chapter
Global Sales Manager Leadership Styles: The Influence of National Culture
Proceedings of the 1998 Multicultural Marketing Conference, pp 362-367
2015
Abstract
Applying the most effective leadership style (participative, supportive, directive, or achievement-oriented) in specific cultural environments can provide global sales managers with powerful tools for managing their diverse salespeople on a world-wide basis. This conceptualization seeks to advance our current understanding of sales manager leadership by developing hypotheses for future testing to suggest the appropriate leadership style to use in different cultural settings.
Metrics
14 Record Views
Details
- Title
- Global Sales Manager Leadership Styles: The Influence of National Culture
- Creators
- Rajiv Mehta - Loyola CollegeRolph Anderson - Drexel University
- Publication Details
- Proceedings of the 1998 Multicultural Marketing Conference, pp 362-367
- Conference
- 1998 Multicultural Marketing Conference
- Series
- Developments in Marketing Science: Proceedings of the Academy of Marketing Science
- Publisher
- Springer International Publishing; Cham
- Number of pages
- 1
- Resource Type
- Book chapter
- Language
- English
- Academic Unit
- [Retired Faculty]
- Scopus ID
- 2-s2.0-85125066949
- Other Identifier
- 991019173837404721