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Authentic Leadership in Sales Management: The Effects on Salespeople's Task Related Outcomes

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  • Samet Aydin
  • Nihat Kaya

Abstract

Authentic 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 (¦Â=0.251; p

Suggested Citation

  • Samet Aydin & Nihat Kaya, 2016. "Authentic Leadership in Sales Management: The Effects on Salespeople's Task Related Outcomes," Business and Economic Research, Macrothink Institute, vol. 6(2), pages 133-155, December.
    • Handle: RePEc:mth:ber888:v:6:y:2016:i:2:p:133-155
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    File URL: http://www.macrothink.org/journal/index.php/ber/article/view/9750/7981
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    File URL: http://www.macrothink.org/journal/index.php/ber/article/view/9750
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    More about this item

    Keywords

    Authentic leadership; Learning orientation; customer orientation; Intrinsic motivation; Hard-working;
    All these keywords.

    JEL classification:

    • R00 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - General - - - General
    • Z0 - Other Special Topics - - General

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