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Motivation And Leadership Of Financial Advisor Associates In The Financial Services Industry, James A. Mckenzie

Graduate Student Dissertations, Theses, Capstones, and Portfolios

The purpose of this study was to apply the platform of existing knowledge and ideas in the area of sales management with regard to the motivation of financial advisor associates (FAAs) in the financial services industry in the United States. The major theories examined in this study were: social exchange theory, leader member exchange, expectancy theory, transformational leadership, and transactional leadership. The primary focus of this non-experimental, quantitative, explanatory (correlational) research was the relationships among the independent variables (psychological climate of the workplace, the branch manager's leadership style, the demographic factors and work experience of the FAAs), and the dependent …