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Relationship-building and sales success: are climate and leadership key?
This research brief examines the organizational and leadership factors that influence sales success, moving beyond the traditional focus on individual salesperson traits. Drawing on a study by Martin and Bush (2006), the article highlights the critical role of psychological climate (e.g., support, autonomy, cohesiveness) and transformational leadership in fostering empowerment among sales teams. Findings reveal that sales managers who adopt a transformational leadership style and cultivate a positive work environment significantly enhance customer-oriented selling behaviors, leading to improved sales performance. The study underscores the importance of organizational support in enabling sales managers to empower their teams, ultimately driving stronger relationship-building with customers. The implications suggest that companies should prioritize leadership development and a supportive climate to maximize sales success, rather than relying solely on individual sales training...Printed Journal
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| AMP2101 | PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | Briarcliff Manor, NY: Academy of Management 2007 |
|---|---|
| Edisi | Vol. 21, No. 1, Feb., 2007 |
| Subjek | Empowerment Transformational leadership sales managers psychological climate sales success cohesiveness performance pressure |
| ISBN/ISSN | 15589080 |
| Klasifikasi | NONE |
| Deskripsi Fisik | 2 p. |
| Info Detail Spesifik | Academy of Management Perspectives |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas |