Is It Better to Be Both Nice and Nasty? Investigating the Co-Occurrence of Sales Manager Aggressiveness and Caring

Autor(en)

Milena Micevski, Selma Kadić-Maglajlić, Sourindra Banerjee, John Cadogan, Nick Lee

Abstrakt

Empirical research has largely neglected to investigate the issue of sales manager's problem resolution styles in handling conflicts. Building on the qualitative work of Lee and Cadogan (2009), we investigate how sales manager's problem resolution styles, as reflected in both caring and aggressive interpersonal interactions with their salespeople, impact important sales force outcomes. The results show that depending on the level of caring that manager exhibits during the problem resolution process, the curvilinear effects of aggressiveness on salespeople emotional exhaustion and sportsmanship are dramatically altered. Our findings are interesting, and suggest that the almost wholly negative picture painted in current academic literature regarding aggressive managerial style is at least somewhat simplistic, and perhaps rather overstated. Therefore aggressiveness and caring further should be considered together, rather than separately.

Organisation(en)

Institut für Rechnungswesen, Innovation und Strategie

Externe Organisation(en)

University of Sarajevo, University of Warwick, Loughborough University

Journal

Journal of Business Research

Band

80

Seiten

266-276

Anzahl der Seiten

11

ISSN

0148-2963

DOI

https://doi.org/10.1016/j.jbusres.2017.05.018

Publikationsdatum

06-2017

Peer-reviewed

Ja

ÖFOS 2012

502052 Betriebswirtschaftslehre

Schlagwörter

ASJC Scopus Sachgebiete

Marketing

Link zum Portal

https://ucrisportal.univie.ac.at/de/publications/932a90bc-d046-40da-8abc-6c44ce08e6da