An exploratory investigation of how grit influences the leadership practices of sales managers

UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
Arran Caza, Associate Professor (Creator)
The University of North Carolina at Greensboro (UNCG )
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Abstract: This study examines the influence of the personality trait grit – the tendency to pursue long-term goals with perseverance and continuing passion – on the leadership behavior of sales managers. Data were collected from an international sample of 344 sales managers, who reported their level of grit and the frequency with which they engaged in transformational leadership behavior. Grit had a significant influence on how frequently sales managers reported engaging in leadership behaviors. It appears that the grit of sales managers influences their behavior as leaders, with greater grit resulting in greater frequency of leadership behaviors. These findings suggest practical implications for sales managers and their organizations.

Additional Information

Journal of Selling, 19(2), 36-45
Language: English
Date: 2019
grit, leadership, managers, leader personality

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