The importance of transformational leadership in developing long-term relational orientation
| Source | Key premise | Context | Importance to relationship building |
|---|---|---|---|
| Badrinarayanan et al. (2015) | Transformational leadership is engaging and inspirational, developing employee skills through empowerment (education and participation) | Personal selling and sales | Customer skills development is important to enhance long-term relationship orientation |
| Andiola (2014) | The development of a customer-engaging approach towards sales | Auditing environment | Customer engagement through a service focus positively influences sales |
| Shannahan et al. (2013) | Transformational leadership enhances sales performance through a skills development approach | Healthcare industry | Sales performance is enhanced through an interactive and engaging approach towards customer management |
| Huang et al. (2010) | The development of a positive work orientation towards organisational goals | Leadership and management approach | Intrinsic motivations are stimulated to enhance work performance |
| Thomas and Velthouse (1990) | The alignment of employee development towards organisational objectives | General management approach | Employee empowerment is aligned with engaging leadership, focused on people engagement |
| Kuhnert and Lewis (1987) | Transformational leadership is built acknowledgement that drives future engagement | Literature review of transactional versus transformational leadership | Supportive engagement between parties drives positive experiences and future commitment |
| Source | Key premise | Context | Importance to relationship building |
|---|---|---|---|
| Transformational leadership is engaging and inspirational, developing employee skills through empowerment (education and participation) | Personal selling and sales | Customer skills development is important to enhance long-term relationship orientation | |
| The development of a customer-engaging approach towards sales | Auditing environment | Customer engagement through a service focus positively influences sales | |
| Transformational leadership enhances sales performance through a skills development approach | Healthcare industry | Sales performance is enhanced through an interactive and engaging approach towards customer management | |
| The development of a positive work orientation towards organisational goals | Leadership and management approach | Intrinsic motivations are stimulated to enhance work performance | |
| The alignment of employee development towards organisational objectives | General management approach | Employee empowerment is aligned with engaging leadership, focused on people engagement | |
| Transformational leadership is built acknowledgement that drives future engagement | Literature review of transactional versus transformational leadership | Supportive engagement between parties drives positive experiences and future commitment |
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