A qualitative study of leader behaviors perceived to enable salesperson performance

Abstract

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves.     

Stories and tales in logotherapy with Urban-Appalachian families

In this article the authors describe and illustrate the use of stories and tales for metaphorical communication in family logotherapy with the Urban-Appalachian family. In this logotherapy approach, stories and tales are used to help the Urban-Appalachian family bring repressed meanings and meaning potentials to the conscious level of family awareness.James Lantz, Ph.D, and Karen Harper, Ph.D, are staff members at the Urban-Appalachian psychotherapy project and associate professors at the Ohio State University, Columbus, Ohio.     

Creating new memories that are quickly accessed and confidently held

In two experiments involving a total of 542 subjects, a series of slides depicting a burglary was shown. After the initial event, subjects were exposed to one or more narratives about the event that contained some misinformation or neutral information about four critical details. Finally, subjects were tested on their memories of what they saw, and their reaction times and confidence levels were measured. When subjects took a standard test in which the misinformation item was a possible response option, they responded very quickly and confidently when making this incorrect choice. Misled subjects responded as quickly and confidently to these "unreal" memories as they did to their genuine memories. It does not seem, then, that the misinformation effect arises from a large proportion of subjects who must resolve a conflict between two memories when they are tested, a conflict that would be expected to take time. When subjects took a modified test in which the misinformation item was not a possible response, misled subjects were as accurate as were controls, but they responded more slowly, regardless of whether they ultimately chose the right or wrong option. These findings indicate that misinformation does introduce some form of interference not detected by a simple test of accuracy.     

The utility of differentiating between mixed and pure forms of antisocial child behavior

This study examined the utility of classifying boys on the basis of a typology of antisocial behavior. A group of 195 boys, aged 10–17, was divided into four mutually exclusive groups based on their pattern of antisocial behavior. Stealing and fighting were chosen as criteria to define the four groups: (a) boys who fought but did not steal (Exclusive Fighter Group), (b) boys who stole but did not fight (Exclusive Theft Group), (c) boys who stole and fought (Versatile Antisocial Group), and (d) boys who did neither (Remaining Group). A multimethod-multirespondent study of these boys showed that (a) the Exclusive Fighter Group tended to score high on a range of overt antisocial behaviors and were relatively little involved in delinquency; (b) the Exclusive Theft Group tended to score high on some overt antisocial behaviors and were much involved in delinquency; (c) Versatile Antisocial youths scored highest among all groups on almost all overt and covert antisocial behaviors, and in terms of delinquent acts. The Versatile boys came from families with the most disturbed child-earing practices.The authors are indebted to Gerald Patterson for his inspiration and encouragement through-out the study. They acknowledge the most helpful comments they have received during earlier drafts of this paper from Drs. John Reid, Magda Stouthamer-Loeber, and Mark Weinrott.The paper was presented at the annual meeting of the American Society of Criminology, Denver, Colorado, November 10, 1983. The study has been funded by the Center for Studies in Crime and Delinquency, National Institute of Mental Health, Grants MH 32857 and MH 37940.     

Conceptual,methodological, and clinical issues in cognitive-behavioral assessment

This article reviews cognitive-behavioral assessment principles and procedures. The functions of such assessments are noted, and issues and advances in cognitive assessment are discussed. The need for integrated cognitive, behavioral, and affective assessments is then explored. Finally, conceptual methodological, and clinical issues in the integration of assessments and study of reciprocal determinants are presented.Preparation of this paper was supported in part by a General Research Board Faculty Research Award from the University of Maryland. The author would like to thank Steve Graham, Donald Meichenbaum, Barbara Keogh, and Bernice Wong for their feedback during the preparation of this paper.     

Development of learning-disabled and normally achieving children's causal attributions

The causal attributions of learning-disabled (LD) and normally achieving (NA) children in grades 3 through 8 were compared. Attributions were measured by two scales that asked children to attribute hypothetical academic failure situations to factors that were either within (e.g., insufficient effort) or beyond (e.g., insufficient ability, blaming others) their control. Consistent with a learned helplessness hypothesis, LD girls, regardless of age, were more likely than NA children to attribute their failures to factors beyond their control. In contrast, LD boys' explanations for their failures paralleled those of NA children. That is, with increasing age the LD boys were more likely to attribute their failures to insufficient effort. Explanations and implications of sex differences in developmental patterns of LD children's causal attributions are discussed.The authors wish to thank Ruth Dusseault and Betty Wallace for their help in conducting this research. We also wish to thank the teachers, children, and administrators from the Leon County Schools for their cooperation.