Global Sales Manager Leadership Styles: The Influence of National Culture

Rajiv Mehta, Rolph Anderson

Research output: Chapter in Book/Report/Conference proceedingChapter


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.

Original languageEnglish (US)
Title of host publicationDevelopments in Marketing Science
Subtitle of host publicationProceedings of the Academy of Marketing Science
PublisherSpringer Nature
Number of pages6
StatePublished - 2015
Externally publishedYes

Publication series

NameDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)2363-6165
ISSN (Electronic)2363-6173

All Science Journal Classification (ASJC) codes

  • Marketing
  • Strategy and Management


  • Collectivist Society
  • Leadership Style
  • Power Distance
  • Team Climate
  • Uncertainty Avoidance


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