Loughborough University
Leicestershire, UK
LE11 3TU
+44 (0)1509 263171
Loughborough University

Loughborough University Institutional Repository

Please use this identifier to cite or link to this item: https://dspace.lboro.ac.uk/2134/25571

Title: Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring
Authors: Micevski, Milena
Kadic-Maglajlic, Selma
Banerjee, Sourindra
Cadogan, John W.
Lee, Nick
Keywords: Problem resolution styles
Sales manager's aggressiveness
Sales manager's caring
Issue Date: 2018
Publisher: © Elsevier
Citation: MICEVSKI, M. ...et al., 2018. Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring. Journal of Business Research, 80, pp. 266-276.
Abstract: 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.
Description: This paper was accepted for publication in the journal Journal of Business Research and the definitive published version is available at https://doi.org/10.1016/j.jbusres.2017.05.018
Version: Accepted for publication
DOI: 10.1016/j.jbusres.2017.05.018
URI: https://dspace.lboro.ac.uk/2134/25571
Publisher Link: https://doi.org/10.1016/j.jbusres.2017.05.018
ISSN: 0148-2963
Appears in Collections:Published Articles (Business)

Files associated with this item:

File Description SizeFormat
JBR Manuscript_RR_final.pdfAccepted version374.89 kBAdobe PDFView/Open


SFX Query

Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.