Authentic leadership in sales management: the effects on salespeople's task related outcomes

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dc.authorid0000-0003-2275-4682en_US
dc.contributor.authorAydın, Samet
dc.contributor.authorKaya, Nihat
dc.date.accessioned2024-07-12T20:52:23Z
dc.date.available2024-07-12T20:52:23Z
dc.date.issued2016en_US
dc.departmentFakülteler,İnsan ve Toplum Bilimleri Fakültesi, İşletme Bölümüen_US
dc.description.abstractAuthentic leadership, as a new leadership concept emerging from the demand for honest and reliable leaders, has attracted the attention of the business community. The relationship between authentic leaders and their followers is being investigated across many disciplines. This study focuses on authentic leadership in sales management and explores how it affects the task-related outcomes of salespeople, such as learning orientation, customer orientation, intrinsic motivation and working hard. The data for the study were obtained from 364 salespeople and analysed using the partial least squares method. The results indicate that authentic leadership has significant positive effects upon learning orientation (?=0.251; p<0.01), customer orientation (?=0.358; p<0.01), intrinsic motivation (?=0.334; p<0.01), and working hard (?=0.251; p<0.01). As the theory suggests that authentic leadership makes important contributions to the development of followers, this study is the first to explore these contributions upon salespeople?s activities that they undertake within their sales tasks and leads to success in personal selling. Findings indicate that authentic leadership has significant positive effects upon salespeople?s individual task related outcomes.en_US
dc.identifier.citationAydın, S. ve Kaya, N. (2016). Authentic leadership in sales management: the effects on salespeople's task related outcomes. Business and Economic Research. 6(2), 133-155.en_US
dc.identifier.endpage155en_US
dc.identifier.issn2162-4860
dc.identifier.issue2en_US
dc.identifier.startpage133en_US
dc.identifier.urihttps://hdl.handle.net/20.500.12415/2566
dc.identifier.volume6en_US
dc.language.isoenen_US
dc.publisherMaltepe Üniversitesien_US
dc.relation.ispartofBusiness and Economic Researchen_US
dc.relation.publicationcategoryUlusal Hakemli Dergide Makale - Kurum Öğretim Elemanıen_US
dc.rightsCC0 1.0 Universal*
dc.rightsinfo:eu-repo/semantics/openAccessen_US
dc.rights.urihttp://creativecommons.org/publicdomain/zero/1.0/*
dc.snmzKY00467
dc.subjectAuthentic leadershipen_US
dc.subjectLearning orientationen_US
dc.subjectcustomer orientationen_US
dc.subjectIntrinsic motivationen_US
dc.subjectHard-workingen_US
dc.titleAuthentic leadership in sales management: the effects on salespeople's task related outcomesen_US
dc.typeArticle
dspace.entity.typePublication

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