{"id":"https://openalex.org/W2278413784","doi":"https://doi.org/10.1080/08853134.2005.10749055","title":"New Directions in Sales Leadership Research","display_name":"New Directions in Sales Leadership Research","publication_year":2005,"publication_date":"2005-03-01","ids":{"openalex":"https://openalex.org/W2278413784","doi":"https://doi.org/10.1080/08853134.2005.10749055","mag":"2278413784"},"language":"en","primary_location":{"id":"doi:10.1080/08853134.2005.10749055","doi":"https://doi.org/10.1080/08853134.2005.10749055","is_oa":true,"landing_page_url":"https://doi.org/10.1080/08853134.2005.10749055","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Personal Selling &amp; Sales Management","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"hybrid","oa_url":"https://doi.org/10.1080/08853134.2005.10749055","any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5112416744","display_name":"Thomas N. Ingram","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Thomas N. Ingram","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":"https://openalex.org/A5038006897","display_name":"Raymond W. LaForge","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Raymond W. LaForge","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":"https://openalex.org/A5068092365","display_name":"William B. Locander","orcid":"https://orcid.org/0009-0006-9369-919X","observed_orcids":["https://orcid.org/0009-0006-9369-919X"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"William B. Locander","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":"https://openalex.org/A5021741190","display_name":"SCOTT B. MACKENZIE","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Scott B. MacKenzie","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5046587712","display_name":"Philip M. Podsakoff","orcid":"https://orcid.org/0000-0002-8997-8974","observed_orcids":["https://orcid.org/0000-0002-8997-8974"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Philip M. Podsakoff","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":122,"citation_normalized_percentile":{"value":0.53205278,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":90,"max":100},"biblio":{"volume":"25","issue":"2","first_page":"137","last_page":"154"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12751","display_name":"Leadership and Management in Organizations","score":0.8773999810218811,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12751","display_name":"Leadership and Management in Organizations","score":0.8773999810218811,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.020500000566244125,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14356","display_name":"Organizational Leadership and Management Strategies","score":0.014399999752640724,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/sales-leadership","display_name":"sales leadership","score":1.0},{"id":"https://openalex.org/keywords/leadership-framework","display_name":"leadership framework","score":0.8550000190734863},{"id":"https://openalex.org/keywords/salespeople","display_name":"salespeople","score":0.9570000171661377},{"id":"https://openalex.org/keywords/leadership-challenges","display_name":"leadership challenges","score":0.8320000171661377},{"id":"https://openalex.org/keywords/collaboration","display_name":"collaboration","score":0.9290000200271606},{"id":"https://openalex.org/keywords/accountability","display_name":"accountability","score":0.8510000109672546},{"id":"https://openalex.org/keywords/sales-management","display_name":"sales management","score":0.4650000035762787}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6513615846633911},{"id":"https://openalex.org/C2776007630","wikidata":"https://www.wikidata.org/wiki/Q2798912","display_name":"Accountability","level":2,"score":0.5603670477867126},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.5442282557487488},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.5320789813995361},{"id":"https://openalex.org/C68489960","wikidata":"https://www.wikidata.org/wiki/Q2370659","display_name":"Transactional leadership","level":2,"score":0.5136222243309021},{"id":"https://openalex.org/C38775462","wikidata":"https://www.wikidata.org/wiki/Q1569376","display_name":"Transformational leadership","level":2,"score":0.43886059522628784},{"id":"https://openalex.org/C192209626","wikidata":"https://www.wikidata.org/wiki/Q190909","display_name":"Focus (optics)","level":2,"score":0.43749186396598816},{"id":"https://openalex.org/C42589391","wikidata":"https://www.wikidata.org/wiki/Q5174773","display_name":"Cost leadership","level":3,"score":0.43740808963775635},{"id":"https://openalex.org/C197386563","wikidata":"https://www.wikidata.org/wiki/Q6508686","display_name":"Leadership style","level":2,"score":0.4353913366794586},{"id":"https://openalex.org/C39549134","wikidata":"https://www.wikidata.org/wiki/Q133080","display_name":"Public relations","level":1,"score":0.4099813997745514},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.14658498764038086},{"id":"https://openalex.org/C58546491","wikidata":"https://www.wikidata.org/wiki/Q1150207","display_name":"Competitive advantage","level":2,"score":0.05526536703109741},{"id":"https://openalex.org/C120665830","wikidata":"https://www.wikidata.org/wiki/Q14620","display_name":"Optics","level":1,"score":0.0},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1080/08853134.2005.10749055","doi":"https://doi.org/10.1080/08853134.2005.10749055","is_oa":true,"landing_page_url":"https://doi.org/10.1080/08853134.2005.10749055","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Personal Selling &amp; Sales Management","raw_type":"journal-article"},{"id":"mag:2278413784","doi":null,"is_oa":false,"landing_page_url":"https://www.jstor.org/stable/40472000","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"Journal of Personal Selling and Sales Management","raw_type":null}],"best_oa_location":{"id":"doi:10.1080/08853134.2005.10749055","doi":"https://doi.org/10.1080/08853134.2005.10749055","is_oa":true,"landing_page_url":"https://doi.org/10.1080/08853134.2005.10749055","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Personal Selling &amp; Sales Management","raw_type":"journal-article"},"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":59,"referenced_works":["https://openalex.org/W18830569","https://openalex.org/W80064758","https://openalex.org/W107182960","https://openalex.org/W176134255","https://openalex.org/W196696277","https://openalex.org/W571821037","https://openalex.org/W654881541","https://openalex.org/W793978521","https://openalex.org/W1414315476","https://openalex.org/W1483271301","https://openalex.org/W1511818846","https://openalex.org/W1562660777","https://openalex.org/W1636219594","https://openalex.org/W1714410028","https://openalex.org/W1753472752","https://openalex.org/W1798546792","https://openalex.org/W1968542549","https://openalex.org/W1982178473","https://openalex.org/W1989382178","https://openalex.org/W1996514369","https://openalex.org/W2003466294","https://openalex.org/W2008556048","https://openalex.org/W2022400923","https://openalex.org/W2025409117","https://openalex.org/W2033453991","https://openalex.org/W2048226819","https://openalex.org/W2056749799","https://openalex.org/W2060944056","https://openalex.org/W2064913909","https://openalex.org/W2077779266","https://openalex.org/W2093028602","https://openalex.org/W2101157755","https://openalex.org/W2107317285","https://openalex.org/W2122955616","https://openalex.org/W2138044711","https://openalex.org/W2139424759","https://openalex.org/W2145901869","https://openalex.org/W2197385716","https://openalex.org/W2226825011","https://openalex.org/W2256779915","https://openalex.org/W2267802572","https://openalex.org/W2292128050","https://openalex.org/W2302150453","https://openalex.org/W2310349091","https://openalex.org/W2312862906","https://openalex.org/W2313795459","https://openalex.org/W2317055807","https://openalex.org/W2319943595","https://openalex.org/W2331650995","https://openalex.org/W2333211090","https://openalex.org/W2335090155","https://openalex.org/W2528105930","https://openalex.org/W2552787802","https://openalex.org/W2597062148","https://openalex.org/W3023155349","https://openalex.org/W3158609480","https://openalex.org/W4214841586","https://openalex.org/W4246425495","https://openalex.org/W4248315031"],"related_works":["https://openalex.org/W2261636983","https://openalex.org/W2621489655","https://openalex.org/W2804007839","https://openalex.org/W2021836634","https://openalex.org/W7056582047","https://openalex.org/W2256779915","https://openalex.org/W2127063822","https://openalex.org/W6989777148","https://openalex.org/W2226825011","https://openalex.org/W2510954112"],"abstract_inverted_index":{"The":[0],"changing":[1],"environment":[2,21],"facing":[3],"sales":[4,31,34,39,59,66,73],"organizations":[5],"is":[6,42],"characterized":[7],"by":[8,29],"the":[9],"dimensions":[10],"of":[11],"complexity,":[12],"collaboration,":[13],"and":[14,36,44,48,53,76],"accountability.":[15],"Responding":[16],"effectively":[17],"to":[18,46,71],"this":[19],"dynamic":[20],"requires":[22],"a":[23],"focus":[24],"on":[25],"specific":[26,50],"leadership":[27,40,51,67,74],"activities":[28],"senior":[30],"leaders,":[32],"field":[33],"managers,":[35],"salespeople.":[37],"A":[38],"framework":[41],"presented":[43],"used":[45],"identify":[47],"discuss":[49],"challenges":[52],"important":[54],"research":[55,68],"questions":[56],"at":[57],"different":[58],"organization":[60],"levels.":[61],"Several":[62],"new":[63],"directions":[64],"for":[65],"are":[69],"proposed":[70],"improve":[72],"thought":[75],"practice.":[77]},"counts_by_year":[{"year":2026,"cited_by_count":5},{"year":2025,"cited_by_count":1},{"year":2024,"cited_by_count":4},{"year":2023,"cited_by_count":5},{"year":2022,"cited_by_count":5},{"year":2021,"cited_by_count":3},{"year":2020,"cited_by_count":9},{"year":2019,"cited_by_count":6},{"year":2018,"cited_by_count":15},{"year":2017,"cited_by_count":9},{"year":2016,"cited_by_count":11},{"year":2015,"cited_by_count":11},{"year":2014,"cited_by_count":10},{"year":2013,"cited_by_count":4},{"year":2012,"cited_by_count":11}],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2016-06-24T00:00:00"}
