Files and links (1)
PDFOpen Access (License Unspecified), Open Access
Dissertation
The impact of sales managers' transformational leadership behaviors on the role clarity, self-efficacy, and job satisfaction of individual salespeople
Doctor of Philosophy (Ph.D.), Drexel University
Nov 1994
DOI:
https://doi.org/10.17918/00010146
Abstract
Superior sales force performance is critical to the success of most firms. Leadership behaviors or practices have been identified that when used by managers result in exceptional performance from subordinates. Kouzes and Posner labeled these practices, Challenging The Process, Inspiring A Shared Vision, Enabling Others To Act, Modeling The Way, and Encouraging The Heart. Leadership that results in exceptional performance is generally known as Transformational Leadership. This study examines the impact of these transformational leadership practices when used by first line sales managers on the key salesperson job outcomes of role clarity, self-efficacy and job satisfaction. These outcomes have been positively associated with sales force performance. The sample consists of professional industrial salespeople from electrical components manufacturers. Leadership behaviors were found to have a significant impact on the role clarity and job satisfaction of salespeople. The behaviors of Modeling the Way and Enabling Others to Act had the greatest impact on role clarity, while the behaviors of Enabling Others to Act and Encouraging the Heart had the largest impact on job satisfaction. No support was found for the effect of leader behaviors on self-efficacy. Role clarity was found to have a significant impact on job satisfaction. Within-and-between analysis (WABA) indicated that leadership behaviors are related to the group, but individual salespeople respond independently to leadership behaviors. WABA analysis also indicated no single source problem and that the dyad is the appropriate level of analysis for most of the leader behaviors.
Metrics
22 File views/ downloads
24 Record Views
Details
- Title
- The impact of sales managers' transformational leadership behaviors on the role clarity, self-efficacy, and job satisfaction of individual salespeople
- Creators
- Mary Eugenia Shoemaker
- Awarding Institution
- Drexel University
- Degree Awarded
- Doctor of Philosophy (Ph.D.)
- Publisher
- Drexel University; Philadelphia, Pennsylvania
- Number of pages
- xiv, 136 pages
- Resource Type
- Dissertation
- Language
- English
- Academic Unit
- College of Business (and) Administration (1970-1999); Drexel University
- Other Identifier
- 991021888938604721