کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
5109341 | 1482841 | 2017 | 11 صفحه PDF | دانلود رایگان |
عنوان انگلیسی مقاله ISI
Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring
ترجمه فارسی عنوان
آیا بهتر است هر دو خوب و تند و زننده باشد؟ بررسی همکاری وقوع خشونت و مراقبت از مدیر فروش
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کلمات کلیدی
سبک های حل مسئله، تهاجمی مدیر فروش، مراقبت از مدیر فروش،
موضوعات مرتبط
علوم انسانی و اجتماعی
مدیریت، کسب و کار و حسابداری
کسب و کار و مدیریت بین المللی
چکیده انگلیسی
Empirical research has largely neglected to investigate the issue of sales manager's problem resolution styles in handling conflicts. Building on the qualitative work of Lee and Cadogan (2009), we investigate how sales manager's problem resolution styles, as reflected in both caring and aggressive interpersonal interactions with their salespeople, impact important sales force outcomes. The results show that depending on the level of caring that manager exhibits during the problem resolution process, the curvilinear effects of aggressiveness on salespeople emotional exhaustion and sportsmanship are dramatically altered. Our findings are interesting, and suggest that the almost wholly negative picture painted in current academic literature regarding aggressive managerial style is at least somewhat simplistic, and perhaps rather overstated. Therefore aggressiveness and caring further should be considered together, rather than separately.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Business Research - Volume 80, November 2017, Pages 266-276
Journal: Journal of Business Research - Volume 80, November 2017, Pages 266-276
نویسندگان
Milena Micevski, Selma Kadic-Maglajlic, Sourindra Banerjee, John Cadogan, Nick Lee,