Journal article
Global Sales Manager Leadership Styles: The Impact of National Culture
Journal of global marketing, v 13(2)
03 Apr 2000
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 successfully managing their diverse salespeople on a global basis. This conceptualization seeks to advance our current understanding of sales manager leadership by developing research propositions and a leadership style-national culture matrix for future testing to suggest the appropriate leadership style to use in different cultural settings.
Metrics
3 Record Views
7 citations in Scopus
Details
- Title
- Global Sales Manager Leadership Styles
- Creators
- Trina Larsen - Drexel UniversityBert Rosenbloom - Drexel UniversityRolph Anderson - Drexel UniversityRajiv Mehta - MT School of Management
- Publication Details
- Journal of global marketing, v 13(2)
- Publisher
- Taylor & Francis Group
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- Marketing
- Scopus ID
- 2-s2.0-0345774154
- Other Identifier
- 991019173709504721