... effects of transformational leadership, international entrepreneurial orientation and internal corporate social responsibility (CSR) practices. Design/methodology/approach The study sample consists of 461 employees at 168 Vietnamese import and export SMEs in the Ho Chi Minh City of Vietnam. The data...

... examines the impact of franchisors’ leadership styles on franchisees’ relationship commitment when the company franchised outlets co-exist with independent non-franchised outlets. Specifically, this study operationalize the plural forms phenomenon in franchising, using multi-channel complexity...

... Limited 2020 Emerald Publishing Limited Licensed re-use rights only The purpose of this study is to identify and explain how leadership behaviors of sales managers can enhance the development of salespeople within the context of those interpersonal connections and interactions...

...Marc A. Geil; Jessica Greenwald Organizations are challenged to identify individuals to effectively lead cross-culturally. While definitions of leadership and effectiveness may be readily conceptualized in a single locale, globalization has compounded the parameters and created challenges...

...Tuan Luu 14 07 2015 06 09 2015 08 10 2015 14 07 2016 15 07 2016 © Emerald Publishing Limited 2017 Emerald Publishing Limited Licensed re-use rights only The interaction between opening and closing behaviors of ambidextrous leadership produces “change...

...Adam Lindgreen; Roger Palmer; Martin Wetzels; Michael Antioco Purpose The literature discusses the relationship between marketing practice and leadership style and suggests that these are dynamic and linked. Providing empirical data, this paper seeks to investigate this relationship between...

... policies and carry out organizational strategies. Therefore, it is apparent that both individual internal environment perceptions and managerial leadership styles could possibly have a significant impact on the level of customer‐oriented selling behavior exhibited by salespeople. Three organizational...

... orientation in a purchasing unit is influenced by transformational leadership behaviors and the SBU user’s flexibility in mental models, which, in turn, affects customer orientation, relationship commitment, and cycle time in the process. The results appear to be strategically robust across the domestic...

...Michael K. Ritch Robert E.   Hite , Wesley J.   Johnston . Managing Salespeople: A Relationship Approach . Cincinnati, OH : South‐Western College Publishing , ISBN: 0‐314‐06432‐X Leadership Relationship marketing Salesforce Sales management Selling When...

...Alan J. Dubinsky As the influx of women entering sales positions is increasing, a growing (albeit relatively small) number of saleswomen have been promoted into first‐line sales management positions. A key question facing these managers is what kind of leadership style they should use...

... in specific areas and as a whole. Its dimensions include persistence, reliability,integrity, desire and empathy (PRIDE), teamwork, research, learning,change, leadership, and service. Concludes that once salesforce quality has been achieved, many of the same concepts can be applied throughout the organization...