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.     

Context specificity of latent inhibition in taste aversion learning

In three experiments rats were given injections of LiCl after consuming distinctively flavoured water. The rats developed an aversion to the flavour and in all experiments the magnitude of the aversion was found to be reduced in subjects that had received pre-exposure to the flavour without aversive consequences. Experiment 1 demonstrated this pre-exposure effect to be a case of latent inhibition. The remaining experiments investigated the effects of pre-exposing the flavour in a context different from that used for conditioning. It was found (Experiment 2) diat latent inhibition transferred perfectly when the context change consisted of a move from one home cage to another. Context specificity of latent inhibition was found (Experiment 3) only when the subjects were given daily sessions in die experimental contexts, these being cages different from the home cage.     

The utility of the Michigan Alcoholism Screening Test in the detection of alcoholics and problem drinkers

This study examined the vulnerability of the Michigan Alcoholism Screening Test (MAST), a widely used, direct alcohol inventory, to positive dissimulation. An earlier study by developers of the MAST suggested that most alcoholics were unable to alter their scores and thereby avoid detection by the instrument. But closer examination indicated that a standard scoring procedure was not employed. This study examined the ability of alcoholics to avoid detection by the MAST when using a standard scoring procedure. As predicted, alcoholics readily manipulated their MAST scores and avoided detection when so motivated. These results are discussed, indications and contraindications for use are included, and recommendations regarding future research are made.     

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.     

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.     

Information presentation format preferences of art museum visitors

Behavioral differences between infrequent and frequent art museum visitors, in the absence of demographic differences, suggest the need to investigate information presentation format styles. Four formats were tested in the present study. Results indicate that infrequent and frequent visitors do prefer different formats. Implications of the obtained results for exhibit labels and broader consumer research are discussed.This study was part of a larger study conducted in partial fulfillment of the requirements for a Master of Science in Psychology from the University of Wyoming.The author wishes to thank Roseanne Foti and Phil Bobko for their help in reading earlier versions of this paper.     

A content analysis of the conversational behavior of accepted and rejected children

The present study was designed to assess whether the conversational behavior of children separated into accepted, rejected, and mixed-status dyads differed along the dimensions of listening to, paying attention to, and indicating interest in their dyadic partner. Conversations of 40 third-grade dyads were analyzed as they occurred in a 2- min waiting period and a 4- min conversation period. Seventeen categories of verbal behaviors that indexed these dimensions were used as content codes. Multivariate analyses of variance performed on the observational data yielded significant main effects for status, sex, and experimental condition. Results are interpreted in terms of previous social skills research, and suggestions for future research are offered.