Data from the present study show that both transformational and transactional leadership positively influence salesperson commitment to the organization as well as decrease the intent to leave the organization. In effect, they complement each other.However, they also found that transactional leadership is also an effective means of managing sales personnel, when ... Webera#39;s, (1947) and later Tuckera#39;s (1968) charismatic theory were developed by Burns (1978) in a study of militaryanbsp;...
|Title||:||The Effects of Sales Management Leadership Styles on Salesperson Organizational Commitment and Salesperson Turnover Intentions|
|Author||:||Deon N. Riley|
|Publisher||:||ProQuest - 2006|