Models of Leadership for Sales Management

Abstract

Numerous explanations for understanding the nature of leadership are available in the literature. A common feature of these views is that each one is based implicitly on a particular level of analysis (e.g., group, dyad, or individual). The purpose here is to explicate these views using multiple levels of analysis, thereby introducing various models of leadership for sales management. Implications of these approaches for theory development and testing as well as sales management practice are discussed.