Transformational leadership behaviors of frontline sales professionals: An investigation of the impact of resilience and key demographics

by Sylvester, Mary H., Ph.D., CAPELLA UNIVERSITY, 2009, 261 pages; 3387358

Abstract:

Transformational leadership has emerged as a dominant leadership style necessary for both individuals and organizations alike in the twenty-first century and is extensively supported by academic and organizational leaders in the published literature. However, the current literature lacks an exploratory analysis of the relationship between resilience and the demonstration of transformational leadership behaviors. Therefore, this research explores the study of the impact of the dimensions of resilience and key demographics on the transformational leadership behaviors of sales professionals operating on the frontlines of a variety of industries. This investigation utilized three surveys. The effect of the independent variables, the dimensions of resilience and gender, age, education, years of experience, and salary level, have on the transformational leadership behaviors was measured through an online survey panel of 356 sales professionals. The data was analyzed using four statistical tests: Pearson's Moment Correlation, t test, ANOVA, and backward elimination Regression Analysis to evaluate the outlined hypotheses. Analysis of this data demonstrated that resilience was a low to moderate predictor of transformational leadership behavior explaining approximately 23% of the variance in the transformational leadership behaviors demonstrated by the frontline sales professionals in this study. Implications and priorities for future research on both resilience and transformational leadership are also discussed since resilience, an attitudinal variable, and transformational leadership, a behavior variable, can be learned and are critical components to successfully managing continuous change in the current century.

AdviserValerie Coxon
SchoolCAPELLA UNIVERSITY
Source TypeDissertation
SubjectsManagement
Publication Number3387358

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