Introduction

Knowledge, Technology &; Policy -     

The perception of false self scale for adolescents: Reliability,validity, and longitudinal relationships with depressive and anxious symptoms

A scale assessing generalized false self‐perceptions (Perceptions of False Self, POFS) was developed and tested across three studies involving a total of 331 adolescents (11–16 years). In Study 1, interviews were conducted to develop items for the scale. In Study 2, psychometric techniques were used to derive a scale composed of 16 items. Study 2 also assessed the validity of the scale: depressive symptoms were found to increase POFS across 10 weeks, whereas false self‐perceptions had a reciprocal effect on anxiety. In Study 3, the convergent validity of the POFS scale was established. Overall, the evidence suggests that the POFS scale is a reliable and valid measure of generalized false self‐perceptions.     

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.