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.     

The impact of anxiety on visual attention to central and peripheral events

Recent reports in the literature suggest that anxious individuals show an attentional bias to mood-congruent information. Various investigators have hypothesized that such anxiety-based coding biases contribute to the maintenance of mood disorders. The present study sought to determine if attentional biases in anxious subjects extends to the perception of neutral, as opposed to affect-laden, stimuli. A procedure used to determine the locus of attention to foveal and peripheral visual events was used in combination with two inter-stimulus intervals, fixed and variable, to examine anxious and non-anxious subjects' attentional biases. Mood states were established by a well-validated musical induction procedure. The results revealed an attentional bias to foveal visual events in non-anxious subjects and an attenuated or reversed (peripheral) bias in anxious subjects. The clinical implications of these findings are discussed.     

Evolution and trends in consumer behaviour: Insights from Journal of Consumer Behaviour

The way consumers behave is fundamental to marketing. Journal of Consumer Behaviour (JCB) is an international journal dedicated to publishing the latest developments of consumer behaviour. To gain an understanding of the evolution and trends in consumer behaviour, this study presents a retrospective review of JCB using bibliometric analysis. Using bibliographic records of JCB from Scopus, this study finds that consumer behaviour research in JCB has grown substantially in terms of collaboration (co-authorships), global reach (countries), productivity (publications), and impact (citations). The major themes explored by consumer behaviour research in JCB include consumer information processing, consumption communities, consumption value, sustainable consumption, intergenerational consumer behaviour, consumer-brand relationship, consumer ethics, and conditional relationships in consumer behaviour. The most recent consumer behaviour research in JCB has considered externalities such as the COVID-19 pandemic and focused on themes such as consumer ethics and sustainable consumption in line with the global movement toward environmental social governance (ESG) and sustainable development goals (SDGs).     

Detection of faking on the MMPI-2: differentiation among faking-bad, denial, and claiming extreme virtue

The purpose of this study was (a) to evaluate the ability of the existing validity indices of the Minnesota Multiphasic Personality Inventory (MMPI-2) in detecting faking. bad and faking-good profiles, (b) to differentiate between two strategies for faking-good (denial and claiming extreme virtue), (c) to determine the effectiveness of the new MMPI-2 validity scale, the S scale, in detecting people's tendency to present themselves in a superlative manner, and (d) to explore the response strategy under conditions in which individuals we known to be distorting their responses to the MMPI-2 Participants were 167 undergraduate, college students who were administered the test under different conditions, and 50 hospitalized, psychiatric patients. Mean profile configurations and optimal cutoff scores obtained in this study were similar to those reported in previous studies. Accurate identification of faked profiles was achieved. The new S scale and its subscales, especially S2 (Serenity), S3 (Contentment With Life), and S5 (Denial of Moral Flaws), showed particular promise in detecting faking-good (denial and claiming extreme virtue) profiles, Participant's debriefing provided valuable information about the participants' understanding of the instructions and their deception strategies. The attempts to differentiate between two strategies for faking-good, denial and claiming extreme virtue, were not successful, However, these results should not be taken to indicate that the particular strategies assessed in this study cannot be differentiated. Methodological issues reviewed suggest that further research might yield more understanding of the nature of any deception efforts made by respondents. In addition, future, research is needed to discover if the findings from this study generalize to other clinical settings and populations.     

“Doing Good” versus “Being Good”: The interplay between pride appeals and regulatory-focused messages in green advertising

Many consumers feel proud of making green choices, which is of crucial relevance to explaining environmentally responsible behaviors. However, compared to other self-conscious emotions, such as guilt and shame, little research attention has been paid to the role of pride in green consumerism. Through conducting two online experimental surveys, this research examined what features of a message induce the two facets of the emotion pride—authentic and hubristic—and how pride appeals interact with message frames having different regulatory foci. In Study 1, participants revealed more favorable eco-friendly attitudes and intentions when hubristic pride appeals were combined with promotion-focused messages (detailing the positive benefits of using the green product), and when authentic pride appeals were matched with prevention-focused messages (emphasizing the negative consequences averted by using the green product). Study 2 replicated and supported the proposed matching hypotheses while including a control condition. Findings of this research will add to a growing body of literature on pride as a discrete emotion and its carryover effects on persuasion while providing guidelines to help practitioners design green advertising campaigns.     

A Validation of a Multicultural Competency Measure Among South Korean Counselors

The authors translated the California Brief Multicultural Competence Scale (CBMCS; Gamst et al., 2004), a measure of multicultural competence, into Korean for cross-cultural validation. An exploratory factor analysis followed by a confirmatory factor analysis on a sample of Korean counselors (N = 365) supported a 3-factor model: Multicultural Ability, Multicultural Knowledge, and Multicultural Awareness. The Korean version was deemed to possess sound psychometric properties, such as high test-retest reliability and criterion-related validity. Los autores tradujeron al idioma coreano la Escala Breve de Competencia Multicultural de California (CBMCS, por sus siglas en inglés; Gamst et al., 2004), un instrumento de medida de competencia multicultural, para su validación intercultural. Un análisis factorial exploratorio seguido de un análisis factorial confirmatorio sobre una muestra de consejeros coreanos (N = 365) respaldó un modelo de 3 factores: Habilidad Multicultural, Conocimiento Multicultural y Conciencia Multicultural. Se concluyó que la versión en coreano tenía propiedades psicométricas sólidas, como una alta fiabilidad de la repetición de las pruebas y una alta validez de criterio.