Psychological climate, empowerment, leadership style, and customer-oriented selling: An analysis of the sales manager-salesperson dyad
By C. A. Martin, Alan J. Bush. 2006
218 citations recorded by the source corpus.
Subfields: Organizational Behavior and Human Resource Management
View Paper: https://www.semanticscholar.org/paper/2002cb96b9b7d14a558695b9d4e8edd19bdd1b80
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In Organizational Behavior and Human Resource Management
- Lucy L. Gilson
- M. Maynard
- James Deconinck
- Russell P. Guay
- John E. Mathieu
- Rachelle J. Shannahan
- K. Shannahan
- Alan J. Bush
Citations in the corpus
- Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance (2013, background): “1995; Martin 2001; Martin and Bush 2006; Weitz 1978) and total sales volume for the most recent full year of employment with the respondent’s present organization (Dubinsky and Hartley 1986; Martin 2001; Martin and Bush 2006; Weeks and Kahle 1990).”
- The relationship between leader fit and transformational leadership (2013, background): “, 2004); and organizational characteristics, such as culture (Pillai and Meindl, 1998; Shivers-Blackwell, 2006) and psychological climate (Martin and Bush, 2006).”
- Empowerment—Fad or Fab? A Multilevel Review of the Past Two Decades of Research (2012, background): “Given the popularity of studying this type of leadership, several researchers have examined its impact on psychological empowerment, finding a consistent positive relationship (e.g., Avolio, Zhu, Koh, & Bhatia, 2004; Martin & Bush, 2006).”
- Unpacking the relationship between empowering leadership and service-oriented citizenship behaviors: a multilevel approach (2014, unknown): “Given that the literature has not found a positive relationship between transformational leadership and psychological empowerment (Martin and Bush 2006) or between transformational leadership and extra-role behavior (MacKenzie et al.”
- The Effects of Leader–Member Exchange and Organizational Identification on Performance and Turnover Among Salespeople (2011, background): “…the role of the sales manager in the performance of salespeople (e.g., Amyx and Alford 2005; DeConinck and Johnson 2009; Jaramillo and Mulki 2008; Jaramillo et al. 2009; Martin and Bush 2006), but only one study could be found that examined LMX and its relationship to salespersons’ performance.”