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Record identifier : 568175
Personal Name - Primary Intelectual Responsibility : Mosley, Gordon Gunn
Title and statement of responsibility : The sales managers' implicit personality theory and leadership variables [Thesis]
Publication, Distribution,Etc. : Louisiana Tech University, 2006
Language of the Item : eng
Dissertation of thesis details and type of degree : Ph.D.
Body granting the degree : , Louisiana Tech University
Summary or Abstract : The purpose of this study was to explore the relationship of sales managers' implicit personality theory and various leadership variables provided to salespeople by their sales managers. Several bodies of literature were reviewed for this study from the educational psychology, management, leadership, and marketing/sales disciplines. More specifically, this study addressed the following research questions: (1) What effect does sales managers' implicit personality theory have on the nature of the feedback they provide to their salespeople? (2) What effect does sales managers' implicit personality theory have of the transformational leadership they provide to their salespeople? (3) What effect does sales managers' implicit personality theory have on the supervisory control orientation that sales managers use with their salespeople? (4) What effect do transformational leadership and sales managers' feedback have on the salespeople's perception of organizational justice? (5) What effect do transformational leadership, feedback, and sales managers' supervisory control orientation (as moderated by salesperson self-efficacy) have on the salespeople's satisfaction with the sales manager?.
Topical Name Used as Subject : Marketing, Management, Personality
Information of biblio record : TL
 
 
 
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