Global sales manager leadership styles: The impact of national culture trim larsen

Authors

Trina Larsen, Drexel University
Bert Rosenbloom, Drexel University
Rolph Anderson, Drexel University
Rajiv Mehta, New Jersey Institute of Technology

Document Type

Article

Publication Date

1-1-2000

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. © 1999 by The Haworth Press, Inc. All rights reserved.

Identifier

0345774154 (Scopus)

Publication Title

Journal of Global Marketing

External Full Text Location

https://doi.org/10.1300/J042v13n02_03

e-ISSN

15286975

ISSN

08911762

First Page

31

Last Page

48

Issue

2

Volume

13

Recommended Citation

Larsen, Trina; Rosenbloom, Bert; Anderson, Rolph; and Mehta, Rajiv, "Global sales manager leadership styles: The impact of national culture trim larsen" (2000). Faculty Publications. 15664.
https://digitalcommons.njit.edu/fac_pubs/15664