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Full-Text Articles in Psychology
The Sales Managers' Implicit Personality Theory And Leadership Variables, Gordon Gunn Mosley
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' …
An Exploratory Study Of The Influence Of Life Management Strategies On Job Satisfaction And Job Performance In A Personal Selling Context, Dheeraj Sharma
An Exploratory Study Of The Influence Of Life Management Strategies On Job Satisfaction And Job Performance In A Personal Selling Context, Dheeraj Sharma
Doctoral Dissertations
Extant literature on goal oriented behaviors suggests that individual goal orientation is an important determinant of a salesperson's job satisfaction and job performance. However, the present conceptualization of goal orientation suffers from flawed paradigmatic structure. There are two major disparate paradigms of goal orientation in the extant literature. The first paradigm views goal orientation as a stable personality trait and the second paradigm views it as contextually driven phenomenon. The present study proffers a new approach of conceptualizing individual goal orientation, by introducing the meta-model of Life Management Strategies (Baltes and Baltes, 1998; Freund and Baltes, 1998) in the personal …