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Karen M. Peesker Lynette J. Ryals Gregory A. Rich Susan E. Boehnke 《Journal of Personal Selling & Sales Management》2019,39(4):319-333
AbstractThis 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. 相似文献
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Gregory J. Boyle 《Journal of psychopathology and behavioral assessment》1988,10(3):205-215
Two multidimensional mood-state inventories, the Profile of Mood States (POMS) and the Eight State Questionnaire (8SQ), were administered to 289 Australian college undergraduates. Intercorrelations for the combined 14 subscales were subjected to a higher-order factor analysis in order to elucidate the central clinical states within the mood-state sphere. Results suggested four major state dimensions pertaining to Neuroticism, Hostility/Anger, Vigor, and a combined Extroversion/Arousal-Fatigue entity. Both three- and five-factor solutions were taken out for comparative purposes. Furthermore, separate higher-order factorings of the POMS on normative samples of 350 male and 650 female psychiatric outpatients were conducted, corroborating three of the four central state dimensions, at least in the case of females. The implications of these findings for behavioral assessment are discussed.This study was supported by a Research Development Grant awarded to the author by the University of Melbourne. 相似文献
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It was reported by Jones (1990) that the design of British coins is systematically misremembered. Although the Queen's head in fact faces right, most people draw it facing left. It is possible, however, that the origin of this phenomenon does not reside in memory but instead in a leftward drawing bias. Two experiments of the three reported here tested this hypothesis. In Experiment 1, British participants attempted to recall the direction of the Queen's head but responded verbally instead of pictorially. The results were similar to those of Jones and thus contradict the hypothesis that misremembering of the Queen's head is caused by a leftward drawing bias. In Experiment 2, Canadian participants attempted to draw a Canadian coin. Leftward misremembering was not observed in this case. Thus the hypothesized importance of a leftward drawing bias was again not supported. Instead, the results provided support for the schema explanation of the Queen's Head memory illusion proposed by Jones. The results of Experiment 3, which compared memory for British coins and stamps, further bolstered this conclusion. 相似文献
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Semantic priming in a lexical decision task was investigated with concurrent pretarget and posttarget primes. The posttarget prime also served as a pattern mask of the lexical decision target. Forward priming is defined as the presence of a semantically related pretarget prime and an unrelated posttarget prime. Backward priming is defined as the presence of a semantically related posttarget prime and an unrelated pretarget prime. Forward and backward priming were compared both when the nonword foils were "legal" and when they were "illegal" with respect to English orthography. Predictions were derived for two general approaches to word recognition: spreading-activation and expectancy-set theories. Both approaches assume that word representations occupy distinct, nonoverlapping locations in memory. Backward-prime facilitation was equivalent to forward-prime facilitation when nonword foils were illegal; however, backward-prime facilitation was not significant when nonword foils were legal. These results challenge both approaches. The proposed solution uses semantic-space (distributed) representations that are functionally unitized by a resonant matching (verification) process. 相似文献
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The present study examined the effects of the sex of the leader, the sex of the rater, and the temporal position of leader performance information on ratings of leader behavior. Male and female subjects listened to an audiotape of a male or female leader and then rated the leader's initiating structure and consideration behaviors. The position of the leader performance information was manipulated by describing the leader as successful before or after raters listened to the audiotape or not presenting raters with the performance information. Analyses indicated that the sex of the leader and/or sex of the rater biased ratings of initiating structure when the performance information was presented after the audiotape and when no leader performance information was presented. Consideration ratings were affected only by the position of the leader performance information. The results are interpreted within a cognitive/implicit sex theory framework. Implications for leadership research are also discussed.Portions of the data analyzed in this study were collected by the second author as part of a master's thesis directed by Joseph A. Sgro. 相似文献
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John B Pryor Teri L Kott Gregory R Bovee 《Journal of experimental social psychology》1984,20(3):246-262
The following question is addressed: How do multiple, simultaneously present cognitive structures influence the representation and recall of social information? In an empirical study examining both free and cued recall, we found the variable information redundancy to influence both the organization and accuracy of subjects' recollections of trait-related behaviors. Redundancy was defined in terms of the degree of person/trait overlap in a social information ensemble. Some evidence indicated that this effect is attributable to an increase in the discriminability of the organizational structures during encoding. The implications of these findings for understanding the formation of integrated cognitive representations of individuals and the spontaneous use of traits in social information processing are discussed. 相似文献