The Library
Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring
Tools
Micevski, Milena, Kadic-Maglajlic, Selma, Banerjee, Sourindra, Cadogan, John and Lee, Nick (2017) Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring. Journal of Business Research, 80 . pp. 266-276. doi:10.1016/j.jbusres.2017.05.018 ISSN 0148-2963.
|
PDF
WRAP-better-manager-aggressiveness-caring-Lee-2017.pdf - Accepted Version - Requires a PDF viewer. Available under License Creative Commons Attribution Non-commercial No Derivatives 4.0. Download (1046Kb) | Preview |
Official URL: http://dx.doi.org/10.1016/j.jbusres.2017.05.018
Abstract
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.
Item Type: | Journal Article | ||||||||
---|---|---|---|---|---|---|---|---|---|
Subjects: | H Social Sciences > HF Commerce | ||||||||
Divisions: | Faculty of Social Sciences > Warwick Business School | ||||||||
Library of Congress Subject Headings (LCSH): | Sales -- Psychological aspects, Sales personnel, Executives, Aggressiveness | ||||||||
Journal or Publication Title: | Journal of Business Research | ||||||||
Publisher: | Elsevier Inc. | ||||||||
ISSN: | 0148-2963 | ||||||||
Official Date: | November 2017 | ||||||||
Dates: |
|
||||||||
Volume: | 80 | ||||||||
Page Range: | pp. 266-276 | ||||||||
DOI: | 10.1016/j.jbusres.2017.05.018 | ||||||||
Status: | Peer Reviewed | ||||||||
Publication Status: | Published | ||||||||
Access rights to Published version: | Restricted or Subscription Access | ||||||||
Date of first compliant deposit: | 26 June 2017 | ||||||||
Date of first compliant Open Access: | 16 January 2019 |
Request changes or add full text files to a record
Repository staff actions (login required)
View Item |
Downloads
Downloads per month over past year