Dissertation
The relationship of leadership style to salesperson motivation and performance in industrial settings
Doctor of Business Administration (D.B.A.), Drexel University
Sep 2021
DOI:
https://doi.org/10.17918/00000883
Abstract
The important link between an industrial salesperson's work motivation and performance is reflected by the depth and breadth of academic literature on the topic. Industry leaders must keep the salesforce motivated in the midst of rapidly shifting competitive markets that have necessitated changes to the sales role and customer relationships. In this study, existing theories of leadership style, achievement motivation, and performance were applied to modern industrial sales trends. More specifically, the study was designed to examine how directive and empowering leadership behaviors influence salesperson goal orientation and performance. These relationships were also examined by applying role ambiguity as a moderating condition, which helped explain inconsistent results in the prior study of goal orientation and performance in industrial sales. The study results showed support for empowering leaders to provide clearer roles, thereby reducing ambiguity for salespeople with higher learning goal orientation.
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Details
- Title
- The relationship of leadership style to salesperson motivation and performance in industrial settings
- Creators
- Irfan Chawdry
- Contributors
- Lauren D'Innocenzo (Advisor)
- Awarding Institution
- Drexel University
- Degree Awarded
- Doctor of Business Administration (D.B.A.)
- Publisher
- Drexel University; Philadelphia, Pennsylvania
- Number of pages
- vii, 80 pages
- Resource Type
- Dissertation
- Language
- English
- Academic Unit
- Bennett S. LeBow College of Business; Drexel University
- Other Identifier
- 991015606266904721