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The Sales Managers' Implicit Personality Theory And Leadership Variables, Gordon Gunn Mosley

Doctoral Dissertations

The purpose of this study was to explore the relationship of sales managers' implicit personality theory and various leadership variables provided to salespeople by their sales managers. Several bodies of literature were reviewed for this study from the educational psychology, management, leadership, and marketing/sales disciplines. More specifically, this study addressed the following research questions: (1) What effect does sales managers' implicit personality theory have on the nature of the feedback they provide to their salespeople? (2) What effect does sales managers' implicit personality theory have of the transformational leadership they provide to their salespeople? (3) What effect does sales managers' …

Factors Influencing Faculty Computer Literacy And Use In Jordan: A Multivariate Analysis, Iman Akour

Doctoral Dissertations

This study broadens the Technology Acceptance Model (TAM) proposed by Davis (1989) by incorporating multiple dimensions of cultural attributes into the model. The study also specifies and expands on the factors that may influence faculty members' computer literacy and computer usage in a developing country, namely Jordan.

To operationalize the constructs of the introduced conceptual model, eight instruments were used. They are Igbaria, Zinatelli, Cragg, and Cavaye's (1997) scales of organizational support; Hofsted's (1988) scale of cultural attributes; Igbaria and Parasuraman's (1989) scale of attitudes toward computers; Thatcher and Perrewe's (2002) scale of computer anxiety; Compeau and Higgins's (1995) scale …