Global sales manager leadership styles: The impact of national culture trim larsen

Trina Larsen, Bert Rosenbloom, Rolph Anderson, Rajiv Mehta

Research output: Contribution to journalArticlepeer-review

5 Scopus citations

Abstract

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.

Original languageEnglish (US)
Pages (from-to)31-48
Number of pages18
JournalJournal of Global Marketing
Volume13
Issue number2
DOIs
StatePublished - Jan 1 2000

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Marketing

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