The higher you climb: Dark side personality and job level

The purpose of this study was to explore the idea that there are dark side personality differences in the profiles of people at different levels in organizations. This study replicates and extends existing leadership research by focusing on self‐defeating behavioral tendencies. A Danish consultancy provided data on 264 adults based on assessment reports. This paper explored linear and quadratic relationships between personality and de facto job level. More senior managers scored high on Cluster B/Moving Against Others scales of Bold, Colorful and Imaginative, and low on Cautious and Dutiful. These Danish data are compared to data from Great Britain and New Zealand which show very similar findings. Practice should take into account that dark side personality traits associated with an assertive, sometimes hostile, interpersonal orientation, predict leadership level up to a point.     

The Fortune 500 Companies' Selection Criteria for Promotion to First Level Sales Management: An Empirical Study

Since marketing, and particularly selling activities, determine the sources and size of a company's revenue, factors which vitally affect sales force performance are matters of crucial importance to corporate management.

Predicting how a newly appointed first level sales manager will perform in the new leadership task remains a difficult problem and the determination and use of selection criteria appears not to be clearly defined in the literature. Previous research has identified desirable attributes as selection criteria though typically these are neither ranked in importance nor as attributes that “can be developed later through training/experience” or be “innate to the person selected.” This research focused upon the selection criteria and practices of the Fortune 500 companies in selecting/appointing their first level sales managers. The results revealed that (i) the Fortune 500 human resource managers are in agreement with the findings of previous research with regard to which personality and character traits are crucial pre-requisites to good sales management performance; (ii) a surprisingly small number of firms use psychological batteries/tests or qualified psychologists to measure these traits; and (iii) turnover rates, not due to promotion, among first level sales managers appear to be high.     

Personality profiles of effective leadership performance in assessment centers

Most research examining the relationship between effective leadership and personality has focused on individual personality traits. However, profiles of personality traits more fully describe individuals, and these profiles may be important as they relate to leadership. This study used latent class analysis to examine how personality traits combine and interact to form subpopulations of leaders and how these subpopulations relate to performance criteria. Using a sample of 2,461 executive-level leaders, six personality profiles were identified: Unpredictable Leaders with Low Diligence (7.3%); Conscientious, Backend Leaders (3.6%); Unpredictable Leaders (8.6%); Creative Communicators (20.8%); Power Players (32.4%); and Protocol Followers (27.1%). One profile performed well on all criteria in an assessment center; remaining profiles exhibited strengths and weaknesses across criteria. Implications and future directions for research are highlighted.     

A Short Measure of Transformational Leadership

This study reports the development of a short measure of transformational leadership: the Global Transformational Leadership scale (GTL). The study sample was 1,440 subordinates who assessed the leader behaviour of 695 branch managers in a large Australian financial organisation. Exploratory and confirmatory factor analysis showed that the GTL measured a single construct of leadership and had satisfactory reliability. Evidence for the convergent and discriminant validity is presented. We conclude that the GTL has a number of potential uses as an assessment and selection tool and in leadership research.     

Gender‐typing of leadership: Evaluations of real and ideal managers

This research focuses on female underrepresentation in managerial positions. Specifically, two studies examine gender‐typing for managerial roles in Spain using ratings for real and ideal managers. In addition, we analyse the existence of same‐gender bias on evaluations of the behavior of actual leaders. In the first study, 195 Spanish workers evaluate the extent to which gender‐stereotypical traits are important for becoming a successful middle manager in three conditions (female managers, male managers, and managers in general). In the second study, we explore the degree to which the behavior of real Spanish managers is gender‐typed and the existence of same‐gender bias on leadership styles – transformational, transactional and avoidant/passive – and on leadership outcomes – effectiveness, extra effort and satisfaction – from the perspective of subordinates (N = 605). Overall, the results demonstrate that masculine characteristics were rated as more important than feminine characteristics for managerial positions, and they were more often assigned to male managers than to female managers. Unexpectedly, this manager‐male association is stronger among female participants than among male participants. Our findings also demonstrate that women subordinates evaluate their same‐sex supervisors more favorably in transformational leadership, effectiveness, and extra effort. The negative consequences derived from gender‐typing managerial positions are highlighted according to the role congruity theory of prejudice toward female leaders. The positive effects of in‐group female bias on behavior ratings are also noted. The mixed implications of these results for women's advancement to leadership positions are discussed.     

An Analysis of the Convergent and Discriminant Validity of the Transformational Leadership Questionnaire

This article sets out to provide evidence of the convergent and discriminant validity of a recently developed leadership questionnaire to support the assessment and development of leadership in organizations, the Transformational Leadership Questionnaire (TLQ). The TLQ was developed on the basis of eliciting constructs of leadership from managers working at different levels (executive, top, senior, middle) in two large parts of the UK public sector, using a Grounded Theory approach. Evidence is presented that eight scales which measure different aspects of transformational leadership are significantly correlated with each of five criterion variables, even when the instrument is used in a public sector different from the one in which it was developed. Discriminant analysis indicated, however, that the relationship between the scales and the criterion variables is not consistent for the different groups and sub-groups of managers, divided by level, by sex, and by level x sex. These latter data were interpreted, in the light of the ‘range of convenience’ corollary of Kelly's Personal Construct Theory, and of the concept of ‘substitutes for leadership’, as evidence that certain TLQ scales have particular relevance to certain groups and sub-groups of managers, and thus of the discriminant validity of the instrument, and further evidence of its construct validity.     

Gender-Related Stereotypes of Transformational and Transactional Leadership

This study investigated gender differences in transformational and transactional leadership, and gender-related stereotypes for these forms of leadership. Results indicated that there were no differences in the way the primarily Caucasian subordinates evaluated their actual male and female managers. There were, however, differences in ratings of stereotypic male versus stereotypic female leaders on transformational and transactional leadership, but only by female respondents. Finally, congruence between ratings of actual managers and ratings of stereotypic managers was found primarily for male respondents. Results suggest that stereotypes may be one explanation for gender differences found in prior research on transformational and transactional leadership.     

Higher mind-brain development in successful leaders: testing a unified theory of performance

This study explored mind-brain characteristics of successful leaders as reflected in scores on the Brain Integration Scale, Gibbs’s Socio-moral Reasoning questionnaire, and an inventory of peak experiences. These variables, which in previous studies distinguished world-class athletes and professional classical musicians from average-performing controls, were recorded in 20 Norwegian top-level managers and in 20 low-level managers—matched for age, gender, education, and type of organization (private or public). Top-level managers were characterized by higher Brain Integration Scale scores, higher levels of moral reasoning, and more frequent peak experiences. These multilevel measures could be useful tools in selection and recruiting of potential managers and in assessing leadership education and development programs. Future longitudinal research could further investigate the relationship between leadership success and these and other multilevel variables.     

A diagnostic-ratio approach to measuring beliefs about the leadership abilities of male and female managers.

This study departed from previous research on gender stereotyping in the leadership domain by adopting a more comprehensive view of leadership and using a diagnostic-ratio measurement strategy. One hundred and fifty-one managers (95 men and 56 women) judged the leadership effectiveness of male and female middle managers by providing likelihood ratings for 14 categories of leader behavior. As expected, the likelihood ratings for some leader behaviors were greater for male managers, whereas for other leader behaviors, the likelihood ratings were greater for female managers or were no different. Leadership ratings revealed some evidence of a same-gender bias. Providing explicit verification of managerial success had only a modest effect on gender stereotyping. The merits of adopting a probabilistic approach in examining the perception and treatment of stigmatized groups are discussed.     

The Manager as Coach: Cross-Cultural Adaptation of an Instrument Assessing Managers’ Coaching Skills

While coaching has been conceived as a new managerial strategy and effective leadership initiative in organizations, the concept of ‘manager as coach’ has gained considerably popularity. In this context, the interest for reliable and valid tools to assess managers’ coaching skills increased among practitioners and organizations. This paper provides additional analyses of an instrument assessing managers’ coaching skills in business settings and examines a theoretical model in identifying manager coaching skills from two informational sources, namely self-report and other-report. This work does not only continue the development of the base of empirical research on managerial coaching, but also offers some guidelines for further testing and development of valid and reliable instruments for the assessment and understanding of managers’ coaching skills.     

领导领域中归因理论的研究述评

领导领域中的归因研究对于把握领导过程、组织绩效评估以及领导成员关系等问题均具有重要的理论与实际意义。文章回顾了自领导归因理论提出以后,领导归因领域中包括有关模型构建、验证与发展、内隐归因在内的相关研究;同时,对归因偏差、归因风格、领导成员关系、人格特质、领导类型、情绪、文化及相关人口学变量等因素与领导归因的关系研究进行了系统梳理;最后,分析、总结了该领域以往研究的不足及今后的研究趋势     

New Directions in Sales Leadership Research

The changing environment facing sales organizations is characterized by the dimensions of complexity, collaboration, and accountability. Responding effectively to this dynamic environment requires a focus on specific leadership activities by senior sales leaders, field sales managers, and salespeople. A sales leadership framework is presented and used to identify and discuss specific leadership challenges and important research questions at different sales organization levels. Several new directions for sales leadership research are proposed to improve sales leadership thought and practice.     

LinkedIn as a new selection method: Psychometric properties and assessment approach

Various surveys suggest LinkedIn is used as a screening and selection tool by many hiring managers. Despite this widespread use, fairly little is known about whether LinkedIn meets established selection criteria, such as reliability, validity, and legality (i.e., no adverse impact). We examine the properties of LinkedIn-based assessments in two studies. Study 1 shows that raters reach acceptable levels of consistency in their assessments of applicant skills, personality, and cognitive ability. Initial ratings also correlate with subsequent ratings done 1-year later (i.e., demonstrating temporal stability), with slightly higher correlations when profile updates are taken into account. Initial LinkedIn-based ratings correlate with self-reports for more visible skills (leadership, communication, and planning) and personality traits (Extraversion), and for cognitive ability. LinkedIn-based hiring recommendations are positively associated with indicators of career success. Potential adverse impact is also limited. Profiles that are longer, include a picture, and have more connections are rated more positively. Some of those features are valid cues to applicants’ characteristics (e.g., applicants high on Conscientiousness have longer profiles). In Study 2, we show that an itemized LinkedIn assessment is more effective than a global assessment. Implications of these findings for selection and future research are discussed.     

The advice and influence networks of transformational leaders

Existing transformational leadership research has focused primarily on the behaviors of leaders and their effects on followers. The authors extended this research by examining the social networks of managers who exhibit transformational leadership behaviors. Their focus was on the network of relationships that managers develop and whether they hold key positions in the organization's informal social networks. In a field study using data from 39 managers and 130 nonmanagement employees of 6 organizations, the authors found that managers who score higher on transformational leadership tend to hold more central positions in organizational advice and influence networks. Furthermore, the direct reports of these leaders were also more central in informal organizational networks. These results illuminate one of the ways that managers who exhibit transformational leadership behaviors may exert influence in organizations.     

Leader personality and 360‐degree assessments of leader behavior

To investigate the relationship between personality and multi‐source feedback, we assessed 190 health care managers by applying the Understanding Personal Potential personality test, which provides comprehensive measurement of the Big Five dimensions and eight narrower personality traits. Managers' leadership behaviors were assessed by colleagues, supervisors, a random sample of each manager's subordinates as well as the managers themselves using a 360‐degree change, production, employee (CPE) instrument. Hierarchical multivariate regression analysis showed that the Big Five variables were significantly related to the Managers' leadership behavior in all CPE dimensions. Also, addition of narrow personality variables to the Big Five increased explained variance in leadership behavior. This study is the first of its kind to include the full range of viewpoints in a 360‐degree instrument, along with a large number of subordinate assessments. We found that both the strength of the relationship between personality and behavior and the configuration of different predictors varied depending on who did the rating and what leadership orientation was investigated, and this observation merits further investigation.     

中国领导心理与行为实证研究二十年进展

国内领导心理和行为的实证研究在过去20年间取得了很大进展,研究领域主要包括特质研究、行为和风格研究、权变研究与新领导理论研究四个方面。该文提出,重视在不同类型和发展阶段的组织情境中分析领导的机制,把焦点由领导者个体转移到互动的领导过程,强化中国文化下的本土化研究,加强实验室方法、追踪研究和质性研究,是今后领导心理与行为研究的重要趋势。     

The role of leadership perception as a mediator between managers’ self-monitoring and subordinate attitudes

Although the role of social cognition in leadership perception has been emphasized frequently in recent years, research using this approach in an organizational context is rare. This study investigated subordinates’ perceptions of their managers as leaders (that is, to what extent they perceive their manager as a leader) as a potential mediating factor explaining the relationship between managers’ self-monitoring and their subordinates’ attitudes toward their organizations. The study was carried out with middle-level managers (N = 64) and their subordinates (N = 210) from various business organizations in Turkey. Results indicate that subordinates’ leadership perceptions of their managers mediate the relationship between managers’ self-monitoring and their subordinates’ affective and normative organizational commitment. These results provide insight into some of the antecedents and outcomes of leadership perception.     

Personological dynamics of leadership

This study reports on the personality correlates of rated leadership using the California Psychological Inventory (CPI) and 50 college football players. Subjects were also given leadership scores using a CPI-based leadership regression equation. Two findings are of interest. First, consistent with past research, leaders were characterized by high scores on CPI Scales for Dominance, Self-Acceptance, and Responsibility. Second, coaches' leadership ratings correlated .62 with scores on the leadership regression equation. This provides an additional cross validation of this leadership equation and supports the notion that a stable set of personality traits characterize leaders. Some theoretical implications are discussed.     

The relationship between psychopathy and the Full Range Leadership Model

While emerging research suggests psychopathic traits and leadership behaviors may be linked, this proposition requires further empirical investigation. This study aims to examine the relationship between psychopathic traits and the Full Range Leadership Model which includes transformational, transactional, and passive leadership styles. Using a cross-sectional design, survey data was collected from 115 students who reported having management experience. Measures included the Multifactor Leadership Questionnaire and Self-Report Psychopathy Scale-Revised. A four-factor structure of psychopathy positively correlated with passive leadership behavior, namely passive-management-by-exception and laissez-faire, but negatively correlated with individual consideration. This study addresses a research need, and is one of the first to empirically examine the relationship between psychopathic traits and the Full Range Leadership Model. Theoretical and practical implications are discussed.     

Female first,leader second? Gender bias in the encoding of leadership behavior

In the current paper we investigate whether gender affects the encoding of leadership behavior. In three studies we found evidence that perceivers had difficulty encoding leadership behaviors into their underlying prototypical leadership traits when the behavior implied an agentic trait and the behavior was enacted by a female. Using a lexical decision making task, in Study 1 we demonstrated that agentic leadership traits were less accessible than communal leadership traits when the leader was female. Additionally, Study 1 also demonstrated that agentic traits were less accessible when the leader was female versus male. In Studies 2a and 2b, we replicated the differences we found for agentic leadership behaviors using perceiver’s self-ratings as the dependent variable. Results are discussed both in terms of their implications for future research on gender bias in leadership and their practical implications for eliminating gender bias against females who aspire to leadership positions.