Leadership style and sales performance: a test of the situational leadership model

Article Abstract:

This paper presents an empirical examination of the Situational Leadership Model (SLM), which is used extensively in management training programs by major corporations and government agencies. Data from 675 salespersons and 41 branch managers in the insurance industry did not support the hypothesis that leadership styles prescribed by the SLM were also associated with superior sales performance. The four styles described by the SLM were also associated with an exploratory regression, in terms of their relative effects on sales performance. Agents working for managers who preferred the high-task, low-relationship style performed better than agents working for managers who preferred other styles. Some implications for future research and practice are discussed. (Reprinted by permission of the publisher.)

User Contributions:

Comment about this article or add new information about this topic:

Comment:  (50-4000 characters)

Name:

E-mail:

Security Code:

Drug abuse in the sales force

Article Abstract:

Drug abuse in the workplace is a national problem of frightening proportions and there is no reason to suspect that the nation's sales forces should be immune. This study examines the problem of sales force drug abuse and reports the findings of a nationwide survey of field sales managers concerning the extent of drug abuse in the nation's sales forces, the methods of dealing with the problem, and factors relating to drug abuse problems in the sales force. Implications for sales managers, sales management educators and trainers, and researchers in the field of sales and sales management are also discussed. (Reprinted by permission of the publisher.)

User Contributions:

Comment about this article or add new information about this topic:

Comment:  (50-4000 characters)

Name:

E-mail:

Security Code:

The implementation of business strategies: implications for the sales function

Article Abstract:

Utilizing existing conceptual frameworks in business unit level strategies and sales management activities, a set of propositions relating the sales department's role in the strategy implementation process has been generated. The focus of this conceptualization is at the funcitonal level with specific attention on management of the sales force relative to three distinctive business unit strategies (Prospector, Differentiated Defender, and Low Cost Defender). (Reprinted by permission of the publisher.)

User Contributions:

Comment about this article or add new information about this topic:

Comment:  (50-4000 characters)

Name:

E-mail:

Security Code: