Journal article
Transformational Leadership: Managing the Twenty-First Century Sales Force
Psychology & marketing, v 29(6), pp 434-444
01 Jun 2012
Abstract
In today's more diverse sales organizations, sales managers face important interpersonal challenges to achieving high-quality relationships, which result in better performance within their sales force. In this article, it is argued that cultural distance can negatively influence sales manager and sales subordinate relationships. The quality of these relationships ultimately influences the level of effort that sales subordinates exert toward achieving organizational sales goals. However, despite the potential obstacle of cultural distance, sales managers can utilize transformational leadership as a means to mitigate its adverse effects on one-to-one relationships with members of the sales force.
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Details
- Title
- Transformational Leadership: Managing the Twenty-First Century Sales Force
- Creators
- Brent Smith - Saint Joseph's UniversityTrina Larsen Andras - Drexel UniversityBert Rosenbloom - Drexel University
- Publication Details
- Psychology & marketing, v 29(6), pp 434-444
- Publisher
- Wiley
- Number of pages
- 11
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- Marketing
- Web of Science ID
- WOS:000303497000004
- Scopus ID
- 2-s2.0-84860533204
- Other Identifier
- 991019167635404721
InCites Highlights
Data related to this publication, from InCites Benchmarking & Analytics tool:
- Collaboration types
- Domestic collaboration
- Web of Science research areas
- Business
- Psychology, Applied