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When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles
16 references·5 citing·39 second hop
When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles (1995)When the Sales Manager is a Woman: An Exp…Ways Women Lead (2011)Ways Women LeadContextualizing Performances of Family Firms (2011)Contextualizing Performances …Sales and Marketing Management (2007)Sales and Marketing ManagementGENDER DIFFERENCES IN MANAGERS' DEVELOPMENTAL JOB EXPERIENCES. (1994)GENDER DIFFERENCES IN MANAGER…Gender and the evaluation of leaders: A meta-analysis. (1992)Gender and the evaluation of …Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction (1991)Supervisory Feedback: Alterna…Women and Mentoring: A Review and Research Agenda (1988)Women and Mentoring: A Review…Leadership and Performance beyond Expectations (1987)Leadership and Performance be…A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons (1984)A Role Stress Model of the Pe…Human Capital (1983)Human CapitalLeadership in Organizations (1982)Leadership in OrganizationsLeadership in Organizations (1981)Leadership in OrganizationsWomen's self-confidence in achievement settings. (1977)Women's self-confidence in ac…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Organizational Climate and Job Satisfaction in the Salesforce (1976)Organizational Climate and Jo…Department of Labor (1941)Department of LaborA qualitative study of leader behaviors perceived to enable salesperson performance (2019)A qualitative study of leader…Access denied? Exploring the causes of the low representation of women in senior executive positions within procurement (2018)Access denied? Exploring the …Customers' choice of a salesperson during the initial sales encounter (2016)Customers' choice of a salesp…Gender Differences in Attitudes Toward Women as Sales Managers in the People's Republic of China (2001)Gender Differences in Attitud…Diversity in the Sales Force: Problems and Challenges (1998)Diversity in the Sales Force:…Review of personality and social psychology (1980)Statistical Methods for Meta-Analysis (1988)Meta-Analytic Procedures for Social Research. (1994)Culture and conformity: A meta-analysis of studies using Asch's (1952b, 1956) line judgment task. (1996)Self-promotion as a risk factor for women: The costs and benefits of counterstereotypical impression management. (1998)Gender stereotypes and workplace bias (2012)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Self-efficacy: Toward a unifying theory of behavioral change (1978)Social Learning Theory. 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References

  • 1987Leadership and Performance beyond Expectations12,412 cited
  • 1983Human Capital6,652 cited
  • 1981Leadership in Organizations5,252 cited
  • 1941Department of Labor4,682 cited
  • 1982Leadership in Organizations2,718 cited
  • 2011Contextualizing Performances of Family Firms1,934 cited
  • 1992Gender and the evaluation of leaders: A meta-analysis.1,668 cited
  • 2011Ways Women Lead1,182 cited
  • 1984A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons721 cited
  • 1988Women and Mentoring: A Review and Research Agenda619 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
  • 1977Women's self-confidence in achievement settings.569 cited
  • 1976Organizational Climate and Job Satisfaction in the Salesforce437 cited
  • 2007Sales and Marketing Management382 cited
  • 1994GENDER DIFFERENCES IN MANAGERS' DEVELOPMENTAL JOB EXPERIENCES.355 cited
  • 1991Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction

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332 cited

Cited by

  • 2019A qualitative study of leader behaviors perceived to enable salesperson performance42 cited
  • 1998Diversity in the Sales Force: Problems and Challenges34 cited
  • 2016Customers' choice of a salesperson during the initial sales encounter31 cited
  • 2018Access denied? Exploring the causes of the low representation of women in senior executive positions within procurement31 cited
  • 2001Gender Differences in Attitudes Toward Women as Sales Managers in the People's Republic of China25 cited