Abstract
Recent research in organizational behavior has found that “transformational leadership” can engender improved employee work outcomes in many types of organizations. Personal characteristics of transformational leaders, however, have not been thoroughly investigated. This paper reports the findings of a study that explored relationships between personal characteristics and dimensions of transformational leadership using sales managers as the population of interest. Findings suggest that a reconceptualization of the proposed linkages may be necessary. Potential explanations for the results obtained are presented along with managerial and research implications.
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