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.     

AN ANALYSIS OF THE EFFECTS OF MULTIPLE SETTING EVENTS ON THE SOCIAL BEHAVIOR OF PRESCHOOL CHILDREN WITH SPECIAL NEEDS

We examined the effects of four combinations of setting events on the social interactions of 7 preschool children with social delays. In Study 1, the status of the teacher, activity materials, and peer varied across conditions. In Study 2, the status of the teacher and materials varied across conditions. Within the combinations of setting events, we also examined teacher behavior. Teacher presence and absence was varied in both studies. The type and rate of teacher prompting were varied in Study 2. The four combinations of setting events produced different rates of social behavior by the children with social delays. The optimal combination of setting events for promoting peer interaction and reducing teacher—child interaction included teacher absence from the activity, a limited number and form of materials, and children paired with a socially skilled partner.     

FADING TEACHER PROMPTS PROM PEER-INITIATION INTERVENTIONS FOR YOUNG CHILDREN WITH DISABILITIES

This study examined a system for fading teacher prompts to children who served as peers in peer-initiation interventions for young children with disabilities. A teacher taught peers to direct social initiations to children with disabilities, provided verbal prompts for those initiations, and introduced a system that provided peers with visual feedback about the social interactions of the children with disabilities. She then systematically withdrew the verbal prompts to peers, and subsequently faded the visual feedback system. Peer initiations increased when the intervention began and resulted in increases in social interaction for the children with disabilities. As the teacher systematically faded the prompts and visual feedback to the peers, social interaction continued at the levels found during intervention and was maintained during a short maintenance period.     

Sustainable mobility choices: Exploring the impact of consumers' values,attitudes, perceived behavioural control and subjective norms on the likelihood to choose sustainable mobility options

This study explores consumers' behaviour regarding sustainable mobility options. A mixed-methods approach was adopted to examine the impact of bio-altruistic values, egoistic values, environmental attitudes, attitudes regarding sustainable mobility, perceived behavioural control and subjective norms on the likelihood of choosing sustainable mobility options. To collect the data, an online survey was applied to a sample of 645 Portuguese consumers, which included one single non-mandatory open-ended question to understand which factors could contribute to increase respondents' likelihood to choose more sustainable transport modes. As most studies in the mobility field are quantitative, combining both quantitative and qualitative data provided a greater in-depth analysis with richer findings. Firstly, findings revealed that attitudes towards sustainable mobility, subjective norms, perceived behaviour control, and egoistic values influence the likelihood of choosing sustainable mobility options. However, environmental attitudes, altruistic and biospheric values do not impact this choice. Secondly, consumers highlight that the existence of a broad public transport network, safe bicycle lanes, and accessible prices would contribute to their likelihood of adopting more sustainable mobility behaviours. The content analysis of 402 answers allowed to discover new dimensions that influence sustainable mobility behaviour, such as safety, respect towards bicycle users, mindset adjustment, willpower, and especially physical efforts associated with long distances, bad weather, orography, and the difficulty to transport materials or other people. Based on both quantitative and qualitative findings, the paper provides key recommendations for politicians, urban planners, and transport organisations, that according to respondents, would contribute to increase their use of sustainable mobility.     

Electrophysiological analysis of stimulus variables in equivalence relations

Recently, electrophysiological measures have been used to evaluate the functional overlap between semantic relations and laboratory-defined equivalence relations with abstract stimuli. Several studies using semantic judgment procedures have shown that accompanying EEG-measured neural activity for stimulus pairs from equivalence classes is very similar to that of word pairs from participants' native language. However, those studies often included pronounceable elements (e.g., written nonsense syllables) as at least one member of the experimentally defined classes. The present study conducted EEG studies that contrasted classes with and without such elements. Two groups of undergraduate students completed a matching-to-sample procedure to establish 3 4-member equivalence classes. For Group 1, samples and comparisons were pronounceable pseudowords and abstract figures. For Group 2, the matching-to-sample stimuli were abstract figures only. EEG data recorded during the semantic judgment tasks showed waveform patterns compatible with prior studies of semantic relations in Group 1 but not in Group 2.     

Associations between burnout and personal and professional characteristics: a study of Portuguese teachers

Social Psychology of Education - Recent research has suggested that teachers’ burnout is growing and, consequently, affecting their overall satisfaction with life and professional...     

Humour Perception and Creation between Parents and 3‐ to 6‐month‐old Infants

Humour and laughter are universal to the human psychological experience and have serious developmental and evolutionary implications. Despite the early emergence of laughter in infancy, infants have been largely ignored in the humour research and humour has been largely ignored in the infant research. The present study describes the emergence of humour perception and creation in a sample of 20 parent–infant dyads who were followed from ages 3‐to‐ 6 months. The study examined how infants discover that absurd nonverbal behaviour, known as ‘clowning’, is amusing in the context of social engagement with caregivers. Results indicate that parents primarily use clowning when attempting to amuse their infants and pair these behavioural absurdities with affective cues like smiling and laughing. As they got older, infants were more likely to laugh and smile in response to clowning. Infants' ability to create humor via clowning also increased with age, starting with simple shrieks at 3 months to imitating absurd actions by 5 months. These increases are partly potentially explained by accompanying increases in parental smiling, laughing and clowning in response to infant clowning. Future research should employ more diverse samples and experimentally investigate the role of parental affect and social referencing in infants' interpretation of absurd behavior. Copyright © 2011 John Wiley & Sons, Ltd.     

Cognitive abilities, sociocultural background and academic achievement

The influence of students' sociocultural background on academic achievement is a well established fact. Research also points out that sociocultural background is related to students' cognitive abilities and these have an effect on their academic achievement. However, the mediator role of cognitive abilities on the relationship between sociocultural background and academic achievement is less well known. A structural equation model that represents these relationships was tested in a sample (N= 728) of Portuguese junior high school students. Multigroup analysis of the model showed the importance of the cognitive ability mediation effect between sociocultural background and academic achievement in the 7th and 9th grades, but not in the 8th grade. This difference may be the result of the academic transition experienced in the 7th and 9th grades in the Portuguese educational system, which requires parents' higher involvement in school.