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 language | English (US) |
|---|---|
| Pages (from-to) | 31-48 |
| Number of pages | 18 |
| Journal | Journal of Global Marketing |
| Volume | 13 |
| Issue number | 2 |
| DOIs | |
| State | Published - 2000 |
All Science Journal Classification (ASJC) codes
- Business and International Management
- Marketing