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.     

睡眠不足对人际交互的影响及其认知神经机制

睡眠不足会对人的认知、情感和人际交互产生诸多影响。这种影响在社会情绪层面表现为个体情绪共情和认知共情的减少,易激惹性与愤怒情绪的增加;在社会行为层面则表现为亲社会行为的减少和攻击行为的增加。在睡眠不足状态下,情绪系统和认知系统功能连接的减弱可能是这些变化的潜在机制。未来应结合生态效度较高的睡眠操作手段,系统考察睡眠不足如何导致各种高级社会情绪的改变,以及这些社会情绪的变化如何导致社会行为的变化。     

Who buys New Energy Vehicles in China? Assessing social-psychological predictors of purchasing awareness,intention, and policy

This paper investigates the salience of social-psychological factors in explaining why drivers purchase (or fail to purchase) New Energy Vehicles (NEVs)—including hybrid electric vehicles, battery electric vehicles, and fuel cell electric vehicles—in China. A questionnaire measuring six dimensions (including attitudes, subjective norms, perceived behavioral control, personal norms, low-carbon awareness and policy) was distributed in Tianjin, where aggressive policy incentives for NEVs exist yet adoption rates remain low. Correlation analysis and hierarchical multiple regression analyses are applied data collected through 811 valid questionnaires. We present three main findings. First, there is an “awareness-behavior gap” whereby low-carbon awareness has a slight moderating effect on purchasing behavior via psychological factors. Second, subjective norms has a stronger influence on intention to purchase New Energy Vehicles than other social-psychological factors. Third, acceptability of government policies has positive significant impact on adoption of New Energy Vehicles, which can provide reference potential template for other countries whose market for New Energy Vehicles is also in an early stage.     

Who uses community mental health centres? A study of one health district

A caseload analysis was undertaken to investigate those clients seen by five community mental health centre teams within one healthcare district. The 985 clients are described in terms of demographic and clinical features and questions relating to service provision are discussed.     

PROMPTING ONE LOW-FAT,HIGH-FIBER SELECTION IN A FAST-FOOD RESTAURANT

Evidence increasingly links a high-fat, low-fiber diet to coronary heart disease and certain site cancers, indicating a need for large-scale dietary change. Studies showing the effectiveness of particular procedures in specific settings are important at this point. The present study, using an A-B-A-B design and sales data from computerized cash registers, replicated and extended previous work by showing that inexpensive prompts (i.e., signs and fliers) in a national fast-food restaurant could increase the sales of salads, a low-fat, high-fiber menu selection. Suggestions also are made pertinent to more widespread use of the procedures.     

ACQUISITION AND FUNCTIONAL ANALYSIS OF MANDING WITH AUTISTIC STUDENTS

Three autistic students were trained to request a specific object from an adult “supplier” with the sentence, “Give me —” and to deliver that object to another adult, the “director.” Subsequently, the degree to which the object offered by the supplier controlled the “Give me —” verbal response was assessed by delivering to the student an object other than the one requested. Despite knowing the names of all objects used in the experiment, students accepted and delivered to the director any object offered by the supplier regardless of its match with the requested object. After training to say “That's not it. Give me —” when nonrequested objects were offered, students responded differentially to requested and nonrequested objects, suggesting control of the “Give me —” response by the requested object, a characteristic of a mand. These results generalized across settings and objects. Results are discussed in terms of the training technique to establish manding and the functional analysis of the resulting verbal behavior.     

Conditioning of appetitive and consummatory sexual behavior in male Japanese quail.

Two different types of stimulus objects, a live female quail artificially adorned with bright orange feathers and an inanimate toy dog, served as conditioned stimuli. For subjects in experimental groups, the conditioned stimuli were presented shortly before access to a sexually receptive normal female quail. For subjects in control groups, exposure to the conditioned stimuli was unpaired with copulatory opportunity. Subjects in the experimental but not in the control groups quickly came to approach the location of the conditioned stimulus objects. When an adorned female quail served as the conditioned stimulus, the conditioned approach behavior was controlled by a combination of the presence of the orange adornments and the visual cues of the head and neck of the female bird, and the approach behavior persisted as the adorned female moved to new locations. When the toy dog served as the conditioned stimulus, the conditioned approach behavior was limited to the spatial cues that surrounded the toy dog during conditioning trials. Although both types of stimulus objects evoked conditioned approach behavior, only the adorned female stimulus supported copulatory behavior. This last finding indicates that copulatory behavior can become redirected toward novel stimuli as a result of conditioning, but only under special circumstances. The results are consistent with the suggestion that appetitive components of reproductive behavior are more susceptible to conditioning than consummatory components. Possible reasons for this are discussed, together with implications of the results for the contribution of conditioning processes to sexual selection.