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Social and Behavioral Sciences Commons™
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Full-Text Articles in Social and Behavioral Sciences
The Effects Of Transformational Leadership On Sales Performance In A Multilevel Marketing Organization, Alexander Techy
The Effects Of Transformational Leadership On Sales Performance In A Multilevel Marketing Organization, Alexander Techy
All Graduate Theses, Dissertations, and Other Capstone Projects
Despite the rapid growth of multilevel marketing (MLM), there is little research that examines distributor performance in this unique organizational setting. The present study focused on the relationships between individual distributors and the people who recruited them into the organization (i.e., their sponsors). Given the unique structure of MLM organizations and the importance of sponsor-recruit relationships, it has previously been proposed that sponsors should employ a transformational leadership style. This study investigated transformational leadership as a predictor of performance, which was defined using both objective and subjective measures. Participants were 479 distributors at an MLM organization who were instructed to …
Depth Of A Salesman: Exploring Personality As A Predictor Of Sales Performance In A Multi-Level Marketing Sample, Colleen Rose Miller
Depth Of A Salesman: Exploring Personality As A Predictor Of Sales Performance In A Multi-Level Marketing Sample, Colleen Rose Miller
All Graduate Theses, Dissertations, and Other Capstone Projects
Despite its growing prevalence in the realm of sales occupations, multi-level marketing (MLM) and its primary participants are not very well understood. In particular, there is a dearth of understanding in terms of the differentiating characteristics of individual sellers who are financially successful in comparison to those who perform poorly. This study sought to fill in some of these research gaps by exploring the antecedents of sales success by examining the validity of personality as a predictor of sales performance in the context of MLM. While significant relationships were indeed observed between certain facets of personality (specifically components of conscientiousness, …