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.     

CHILD-REARING BELIEFS WITHIN DIVERSE SOCIAL STRUCTURES: MOTHERS AND DAY-CARE PROVIDERS IN MEXICO*

The child-rearing beliefs of 32 mothers and 36 day-care providers in Mexico were compared. Day-care providers expected children to master developmental skills at an earlier age than did mothers. Day-care providers more strongly valued the development of independent and cooperative behavior, and placed less importance on obedience. They also reported employing more flexible and nonauthoritarian discipline strategies than did mothers. Mothers and caregivers did not differ in the extent to which they attributed the success of their discipline strategies to their own actions rather than to external factors. Also examined was how mothers' beliefs differed in families characterized by interdependent versus individualistic social structures. In interdependent families, mothers were more likely to believe in later mastery of developmental skills and to make external attributions. These findings suggest that Mexican children experience incongruous social norms as they move between home and day care settings, and that these norms, at least within the home, are associated with the social structural features of the setting.     

Age-related changes in working and reference memory performance and locomotor activity in the Wistar rat

Wistar rats of three age groups were tested in an automated tunnel-maze system of variable geometry to investigate whether changes in spontaneous locomotor activity and in learning and memory develop differentially or in a correlated fashion as a function of age. Senescent (30 months) as well as mature-adult (17 months) rats showed an age-correlated decline of locomotor activity as compared to the mature-young (5 months) group. Both working-memory (measured as within-trial arm discrimination performance) and reference-memory (measured as avoidance of "blind alley" visits) were severely affected in the senescent group, whereas the middle-aged animals suffered only from a working-memory deficit. The findings provide evidence that locomotor deficits do not necessarily interfere in the assessment of age-related changes in cognitive performance. Furthermore the results support the hypothesis that working and reference memory have different underlying physiological correlates and that these neuronal systems are differentially affected by the aging process.     

Listeriosis of the central nervous system in children beyond the neonatal period

Observations on three children with neurolisteriosis (one case of meningitis, two cases of meningoencephalitis, each Serovar 4 b), show that even after the neonatal period, listeriosis must not be ignored in the process of diagnosis and therapy. It is the bacteriological examination of the cerebrospinal fluid, together with the blood culture, and not clinical symptoms and serology that guarantee a timely diagnosis and therapy (ampicillin and gentamicin).     

Sleep in the dove Zenaida asiatica

Electrographic and behavioral observations were made in five adult birds of the genus Zenaida asiatica. Five different vigilance states were quantitated: (1) Active waking (Aw) was characterized by constant behavioral activity; the nuchal electromyogram was tonically active with bursts associated to movements. The electroencephalographic pattern was low voltage and high frequency. (2) Quiet waking (Qw) was characterized by diminished behavioral activity and the EEG pattern was similar to that of Aw. (3) Drowsiness (D) was characterized by behavioral calm. Frequency of cerebral activity diminished progressively, but there were short periods of desynchronization corresponding to brief awakenings. (4) Slow wave sleep (SWS); during this period there was behavioral rest and EEG pattern of continuous slow waves and the nuchal EMG was tonically reduced. Spindles of sleep were not observed. (5) Paradoxical sleep (SP), behaviorally characterized by phasic manifestations consisting of noddings originated by rapid falling down of head and bursts of rapid eye movements. EEG activity was like that of waking state. EMG activity was maintained at the same level as during SWS but sometimes it decreased lightly. Total atonie was not observed. Sleep percentages were higher when recordings were done during the nocturnal period.     

Academic achievement and attributions among college students: Effects of gender and sex typing

Attribution questionnaires were completed by 137 students in an introductory economics course immediately preceding the first exam in their class and immediately after their exams were returned. Results indicate that males and females used attributions differently, although not as a function of perceived outcome. In contrast, sex-typing groups varied their attribution as a function of perceived outcome. Self-esteem is proposed as a possible mediating variable. It was concluded that sex typing in relation to perceived successful and unsuccessful performance is an important variable in attributional research.