TY - JOUR
T1 - Global sales manager leadership styles
T2 - The impact of national culture trim larsen
AU - Larsen, Trina
AU - Rosenbloom, Bert
AU - Anderson, Rolph
AU - Mehta, Rajiv
PY - 2000
Y1 - 2000
N2 - 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 successfully managing their diverse salespeople on a global basis. This conceptualization seeks to advance our current understanding of sales manager leadership by developing research propositions and a leadership style-national culture matrix for future testing to suggest the appropriate leadership style to use in different cultural settings.
AB - 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 successfully managing their diverse salespeople on a global basis. This conceptualization seeks to advance our current understanding of sales manager leadership by developing research propositions and a leadership style-national culture matrix for future testing to suggest the appropriate leadership style to use in different cultural settings.
UR - http://www.scopus.com/inward/record.url?scp=0345774154&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=0345774154&partnerID=8YFLogxK
U2 - 10.1300/J042v13n02_03
DO - 10.1300/J042v13n02_03
M3 - Article
AN - SCOPUS:0345774154
SN - 0891-1762
VL - 13
SP - 31
EP - 48
JO - Journal of Global Marketing
JF - Journal of Global Marketing
IS - 2
ER -