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.     

Typical delay determines waiting time on periodic-food schedules: Static and dynamic tests

Pigeons and other animals soon learn to wait (pause) after food delivery on periodic-food schedules before resuming the food-rewarded response. Under most conditions the steady-state duration of the average waiting time, t, is a linear function of the typical interfood interval. We describe three experiments designed to explore the limits of this process. In all experiments, t was associated with one key color and the subsequent food delay, T, with another. In the first experiment, we compared the relation between t (waiting time) and T (food delay) under two conditions: when T was held constant, and when T was an inverse function of t. The pigeons could maximize the rate of food delivery under the first condition by setting t to a consistently short value; optimal behavior under the second condition required a linear relation with unit slope between t and T. Despite this difference in optimal policy, the pigeons in both cases showed the same linear relation, with slope less than one, between t and T. This result was confirmed in a second parametric experiment that added a third condition, in which T + t was held constant. Linear waiting appears to be an obligatory rule for pigeons. In a third experiment we arranged for a multiplicative relation between t and T (positive feedback), and produced either very short or very long waiting times as predicted by a quasi-dynamic model in which waiting time is strongly determined by the just-preceding food delay.     

A general model for the analysis of multilevel data

A general model is developed for the analysis of multivariate multilevel data structures. Special cases of the model include repeated measures designs, multiple matrix samples, multilevel latent variable models, multiple time series, and variance and covariance component models.We would like to acknowledge the helpful comments of Ruth Silver. We also wish to thank the referees for helping to clarify the paper. This work was partly carried out with research funds provided by the Economic and Social Research Council (U.K.).     

Hierarchical classes: Model and data analysis

A discrete, categorical model and a corresponding data-analysis method are presented for two-way two-mode (objects × attributes) data arrays with 0, 1 entries. The model contains the following two basic components: a set-theoretical formulation of the relations among objects and attributes; a Boolean decomposition of the matrix. The set-theoretical formulation defines a subset of the possible decompositions as consistent with it. A general method for graphically representing the set-theoretical decomposition is described. The data-analysis algorithm, dubbed HICLAS, aims at recovering the underlying structure in a data matrix by minimizing the discrepancies between the data and the recovered structure. HICLAS is evaluated with a simulation study and two empirical applications.This research was supported in part by a grant from the Belgian NSF (NFWO) to Paul De Boeck and in part by NSF Grant BNS-83-01027 to Seymour Rosenberg. We thank Iven Van Mechelen for clarifying several aspects of the Boolean algebraic formulation of the model and Phipps Arabie for his comments on an earlier draft.     

Computational behavior dynamics: an alternative description of Nevin (1969).

A computational processing behavior-dynamic model was instantiated in the form of a computer program that "behaved" on the task developed by Nevin (1969). In this classic discrete-trials experiment, the relative frequency of choosing a response alternative matched the relative frequency of reinforcement for that alternative, the local structure of responding was opposite that predicted by momentary maximizing (i.e., the probability of a changeover decreased with run length), and absolute and relative response rates varied independently. The behavior-dynamic model developed here qualitatively reproduced these three results (but not in quantitative and specific detail) and also generated some interesting, as-yet-untested predictions about performance in Nevin's task. The model was discussed as an example of a stochastic behavior-dynamic alternative to algebraic behavior theory.     

PROMOTING STIMULUS CONTROL WITH TEXTUAL PROMPTS AND PERFORMANCE FEEDBACK FOR PERSONS WITH MILD DISABILITIES

We assessed whether written task analyses would serve as textual prompts for performing functional tasks by persons with mild disabilities. Several variables that could influence the effectiveness of textual prompts to promote stimulus control were examined across four groups. A consistent finding was that written specific task analyses combined with end-of-trial performance feedback were effective for promoting the acquisition and generalization of several tasks. Performance transferred immediately to natural discriminative stimuli when the written task analyses and feedback were withdrawn for most tasks and participants. For 2 participants, transfer of stimulus control was accomplished by prompt fading, using individualized written task analyses either with or without performance feedback (Group 1). When feedback was not provided, the effectiveness of written specific task analyses was inconsistent across groups. In contrast to the controlling effects of written specific task analyses, written generic task analyses, which specified only major task outcomes, when combined with performance feedback (Group 1) did not control responding. Overall, this research demonstrated the effectiveness of written specific task analyses and performance feedback to promote stimulus control for persons with mild disabilities.     

Purposive behaviour in cognition and perception: Considerations of awareness in memory

The responses to the original article by Rönnberg (1990a) provoked interesting and thoughtful points of view that are covered by Gärling (1990), Hjelmquist (1990), Montgomery (1991), and Runeson (1990). These articles do not merely present a different outlook but also provide concepts that are certainly worthy of consideration and add more substance to the general topic under discussion. The purpose of this commentary is to seek an understanding of the ideas presented by the above authors within a synthesis of our views of current conceptualizations in cognition and perception. Each of the original criteria (Rönnberg, 1990a) will be treated in turn.     

Examining differential item functioning due to item difficulty and alternative attractiveness

A method for analyzing test item responses is proposed to examine differential item functioning (DIF) in multiple-choice items through a combination of the usual notion of DIF, for correct/incorrect responses and information about DIF contained in each of the alternatives. The proposed method uses incomplete latent class models to examine whether DIF is caused by the attractiveness of the alternatives, difficulty of the item, or both. DIF with respect to either known or unknown subgroups can be tested by a likelihood ratio test that is asymptotically distributed as a chi-square random variable.     

Provision of step-level public goods with continuous contribution

Twelve groups of five subjects each participated in a nonco-operative game in which each member of a group receives the same endowment and must then decide independently and anonymously how much of it to contribute to the group benefit. Regardless of the size of his or her contribution, each member receives the same reward if, and only if, the sum of contributions is equal to or larger than a prespecified provision threshold. The results show that the level of contribution depends on the provision threshold, and that it increases when contributions are not restricted to be all-or-none. We present, discuss, and competitively test two models for this class of social dilemmas, one postulating maximization of expected utility and the other yielding an equitable solution.     

Task bias and the accuracy of judgment: Setting a baseline for expected group performance

When a judgment task evokes unbiased estimates (i.e. the errors in individual judgments are distributed randomly around the true value), mathematical aggregation of individual estimates, even by a simple arithmetic mean, often will outperform all group members. However, when a task evokes biased estimates, mathematical aggregation does not perform so well. In this study, simulated data were accumulated to specify the expected' accuracy of mathematical aggregation relative to the accuracy of observed judgment of individual group members under varying conditions of task bias. Three types of judgment tasks were employed: (1) single-estimate, holistic tasks, (2) multiple-estimate, ranking tasks, and (3) multi-cue, decomposed tasks. Findings indicated across all task types that a large percentage of judgment-making group estimates formed strictly by computing the arithmetic mean of individual estimates performed better than their most capable members when a judgment task evoked little or no bias, a result particularly pronounced for ranking tasks. When the task was more greatly bias-evoking, a large percentage of parallel groups performed more poorly than average (or median) members, again a pattern more starkly evident for ranking tasks. These results suggest that the extent to which a judgment task evokes bias in a population of prospective group members is an important explanatory variable deserving much greater attention in the study of group performance. For example, an assertion about the efficacy of a particular group intervention based on a reliable demonstration of group performance as accurate as the most capable members may be unfounded when a task evokes no bias, since the baseline standard under such conditions should be much higher. By selecting tasks and populations that jointly produced highly biased estimates, researchers can lower the performance floor enough to detect (with reasonably small samples of groups) experimental effects should they occur.