Search results

1 – 4 of 4
Content available
Article
Publication date: 1 September 2004

Abstract

Details

Leadership & Organization Development Journal, vol. 25 no. 6
Type: Research Article
ISSN: 0143-7739

To view the access options for this content please click here
Article
Publication date: 1 February 2003

Karen Boehnke, Nick Bontis, Joseph J. DiStefano and Andrea C. DiStefano

Success in the global marketplace depends on a manager’s ability to provide leadership. Exceptional success depends on sustaining extraordinary performance. Are there…

Abstract

Success in the global marketplace depends on a manager’s ability to provide leadership. Exceptional success depends on sustaining extraordinary performance. Are there universal behaviours which are consistent around the world? Are there subtle differences of emphasis which vary across different nationalities or corporate environments? Senior executives were polled in two major divisions of a global petroleum company and from its major subsidiaries around the world. They were asked to describe examples of exceptional organizational performance and to identify the key leadership behaviours which they saw as explaining or accounting for the extraordinary outcomes. Content analysis led to a few key leadership behaviours being identified. The major finding was that the main dimensions of leadership for extraordinary performance are universal. Only a few variations in emphasis existed among six different regions of the world. Also there were some clear leadership differences, long established in the folklore of the company, associated with different corporate cultures in the two major divisions.

Details

Leadership & Organization Development Journal, vol. 24 no. 1
Type: Research Article
ISSN: 0143-7739

Keywords

Content available
Article
Publication date: 1 February 2006

Marie McHugh

Abstract

Details

Leadership & Organization Development Journal, vol. 27 no. 2
Type: Research Article
ISSN: 0143-7739

To view the access options for this content please click here
Article
Publication date: 13 January 2021

Karen M. Peesker, Lynette J. Ryals, Gregory A. Rich and Lenita Davis

The purpose of this study is to identify and explain how leadership behaviors of sales managers can enhance the development of salespeople within the context of those…

Abstract

Purpose

The purpose of this study is to identify and explain how leadership behaviors of sales managers can enhance the development of salespeople within the context of those interpersonal connections and interactions that is the sales ecosystem.

Design/methodology/approach

The authors collected and analyzed qualitative data from in-depth interviews with a sample of 36 sales professionals. Over 47 hours of interviews were transcribed and analyzed via NVivo. The statements were labeled as particular leader behaviors using the Miles and Huberman (1994) coding system.

Findings

The study identifies coaching, customer engaging, collaborating and championing as the four key leader behaviors that are relevant to the sales ecosystem. Specifically, coaching and customer engaging enhance the individual microsystems of salespeople; and collaborating and championing enhance the corresponding mesosystems. Analysis of the interview statements further revealed that trust, confidence, optimism and resilience are four relational elements that tend to coexist with these leader behaviors in the sales ecosystem.

Practical implications

This study provides a structure for sales organizations to strengthen their sales ecosystem through targeted interventions and training for those that manage salespeople. Past research finds that sales organizations too often neglect this type of managerial training.

Originality/value

This is the first study to examine sales leadership through the lens of Bronfenbrenner’s (1979) ecological systems theory. Further, the qualitative methodology, which is relatively unique in sales research, provides rich data that is particularly useful for exploring how and why things have happened.

Details

Journal of Business & Industrial Marketing, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0885-8624

Keywords

1 – 4 of 4