Applying the most effective leadership style (participative, supportive, directive, or achievement-oriented) in specific cultural environments can provide global sales managers with powerful tools for managing their diverse salespeople on a world-wide basis. This conceptualization seeks to advance our current understanding of sales manager leadership by developing hypotheses for future testing to suggest the appropriate leadership style to use in different cultural settings.
CITATION STYLE
Mehta, R., & Anderson, R. (2015). Global Sales Manager Leadership Styles: The Influence of National Culture. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science (pp. 362–367). Springer Nature. https://doi.org/10.1007/978-3-319-17383-2_71
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