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The Relationship Of Servant Leadership Attributes To Sales Performance Of Salespersons In The Healthcare Industry In 2011, William R. Auxier
The Relationship Of Servant Leadership Attributes To Sales Performance Of Salespersons In The Healthcare Industry In 2011, William R. Auxier
Dissertations
Problem. Servant leadership scholars have claimed that servant-led business organizations are more financially viable, but these claims are based on anecdotal evidence. This quantitative study examines the relationship of servant leadership to revenue generation in business organizations by analyzing the predictability of servant leadership attributes on sales performance. This was accomplished by studying salespersons in the healthcare industry.
Method. One hundred ninety-four study participants completed questionnaires providing quantitative measurements of the seven factors of servant leadership: (a) developing and empowering others, (b) humility, (c) authentic leadership, (d) open participatory leadership, (e) inspiring leadership, (f) visionary leadership, and (g) courageous leadership, …