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Below is the stream related to your search. In the left-hand column are the references in the Research Portal that are in your search item. In the right-hand column are the citations that have referenced your search item. You can continue following this stream by clicking the “View stream” button on one of the Reference or Citation entries.

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New directions in sales leadership research

TN Ingram, RW LaForge, WB Locander, S MacKenzie, P Podsakoff Journal of Personal Selling \& Sales Management 2005

The changing environment facing sales organizations is characterized by the dimensions of complexity, collaboration, and accountability. Responding effectively to this dynamic environment requires a focus on specific leadership activities by senior sales leaders, field sales managers, and salespeople. A sales leadership framework is prese...

Cites in Google Scholar: 217

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Is managerial coaching a source of competitive advantage? Promoting employee self-regulation through coaching

C Pousa, A Mathieu Coaching: An International Journal of Theory, Research and P... 2015

The present business environment of extreme competition and rapid changes has motivated scholars to identify variables that can help companies stand up to and overcome these challenges. Research on self-regulation found that self-perceptions of efficacy not only can mediate the effects of external influences on results, but can also regul...

Cites in Google Scholar: 113

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The effects of coaching on salespeople's attitudes and behaviors: A contingency approach

S Geiger, P Guenzi, V Onyemah European Journal of Marketing 2009

Purpose – This paper's aim is to provide an empirical test of the assumption that coaching impacts salespeople's attitudes and behaviors under various contingencies. Design/methodology/approach – The paper uses the survey responses of 2,532 salespeople and regression analyses. Findings – Salesperson‐organization value fit reduces...

Cites in Google Scholar: 83