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What is Situational Leadership Impact on Sales about?
This study empirically tests the Situational Leadership® Model (SLM) in relation to sales performance among 675 salespersons and 41 branch managers in the insurance industry. The findings did not support the hypothesis that SLM leadership styles correlate with superior sales performance, although agents under high-task, low-relationship managers performed better. The paper discusses implications for future research and practice regarding leadership effectiveness in sales contexts.
- Author
- Tesfay Tizazu
- Language
- EN