Leadership Behaviors in Sales Managers: A Level Analysis

Abstract

This study of industrial salespeople explores the appropriate level of analysis for leadership behavior in sales managers. Sales management literature on compensation, motivation, training, etc. suggests that the sales manager makes decisions for each sales person as an individual, at the dyad level. However, sales supervisory behaviors are usually studied using group based leadership theories. The Kouzes and Posner leadership model is used to identify the correct level of analysis for leadership in the sales domain related to the job outcomes of role clarity and job satisfaction. Results from Within-and-Between analysis (WABA) provide limited support for the group parts levels of analysis.

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