Transformational leader behavior, proximity and successful services marketing
Abstract
This research examined the relationship between the behaviors associated with transformational, transactional, and laissez‐faire leadership and followers’ success in marketing financial services in a proximal sales unit environment. Although transformational leadership has received significant support in non‐sales settings, empirical research investigating the transformational sales manager/sales follower dyad is limited. Recent research has suggested that a transactional style of sales management may be preferable when attempting to influence follower work outcomes. This examination reports results that support the notion that transformational sales leadership may be advantageous to services sales organizations in settings where sales managers and their followers are in close proximity.
Keywords
Citation
Humphreys, J.H. (2002), "Transformational leader behavior, proximity and successful services marketing", Journal of Services Marketing, Vol. 16 No. 6, pp. 487-502. https://doi.org/10.1108/08876040210443373
Publisher
:MCB UP Ltd
Copyright © 2002, MCB UP Limited