Fearless dominance and performance in field sales: A predictive study

Titze, Julia L.; Blickle, Gerhard; Wihler, Andreas

doi:10.1111/ijsa.12181

Cited by 18 publications

(12 citation statements)

References 75 publications

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“…Similar examples of the above are found in studies by: Locander et al (2014), Arndt and Wang (2014), Manna and Smith (2004), Titze et al (2017), Fu et al (2017 and Mullins et al (2015).…”

Section: 25supporting

confidence: 85%

Sales training and ICT: a literature review

Torres

Laverde

Segovia

2020

ICT

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Purpose The purpose of this paper is to identify in the specialized literature published in the past 20 years about sales training, some elements or key factors that could be applied to the use of information and communication technologies (ICT) as a support for the learning of the detection of business opportunities. Design/methodology/approach This is a study of a documentary nature in which a method of systematic literature review was applied to 132 studies published in journals indexed in Scopus and Scielo on sales training processes. The analysis of the data combined a process of categorization and frequencies statistical analysis. Findings The results highlight the role of ICT and specifically the use of mobile devices to support the strengthening of training in sales in terms of relationship, opportunity and flexibility in communication with the client, the construction of positive emotional environments and experiential/situated training. Originality/value The originality of this study lies in the extraction and interpretation of key factors focused on addressing a guiding question about the relationships between the use of ICT and sales training.

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“…Similar examples of the above are found in studies by: Locander et al (2014), Arndt and Wang (2014), Manna and Smith (2004), Titze et al (2017), Fu et al (2017 and Mullins et al (2015).…”

Section: 25supporting

confidence: 85%

Sales training and ICT: a literature review

Torres

Laverde

Segovia

2020

ICT

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“…Prior organizational research has supported this account, with studies documenting curvilinear effects for narcissism and leadership effectiveness (Grijalva et al, 2015), psychopathy and commission sales performance (Titze, Blickle, & Wihler, 2017), and dark personality traits in general and leadership performance (Benson & Campbell, 2007). Grijalva and colleagues (2015) accounted for this using behavioral threshold theory, which suggests that different levels (or subfacets) of a trait may have different, or even opposite, relationships with particular outcomes of interest.…”

Section: Curvilinear Associationsmentioning

confidence: 99%

Shall we serve the dark lords? A meta-analytic review of psychopathy and leadership.

Landay

Harms

Credé

2019

Journal of Applied Psychology

112

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Both scholars and the popular press have expressed concern regarding the potential prevalence of individuals with psychopathic tendencies in corporate leadership positions and the negative effects they may have on both individual workers and their organizations as a whole. However, research to date has been inconclusive as to whether such individuals are more likely to emerge as leaders or whether they are (in)effective leaders. To clarify the state of the literature, we conducted a meta-analysis on the association between psychopathic personality characteristics and leadership emergence, leadership effectiveness, and transformational leadership. Our results, based on data from 92 independent samples, showed a weak positive correlation for psychopathic tendencies and leadership emergence, a weak negative association for psychopathic tendencies and leadership effectiveness, and a moderate negative correlation for psychopathic tendencies and transformational leadership. Subgroup analyses on methodological factors did not indicate any differences from the main results. However, moderator analyses showed a gender difference in these associations such that psychopathic tendencies in men were weakly positively correlated with leadership emergence and effectiveness and negatively correlated with transformational leadership, while psychopathic tendencies in women were negatively associated with effectiveness and transformational leadership, and largely unassociated with emergence. In addition, small but consistent curvilinear associations were found for all leadership criteria. Overall, these results suggest that concern over psychopathic tendencies in organizational leaders may be overblown, but that gender can function to obscure real effects.

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“…Boldness-related traits may be relevant to interpersonal manipulativeness if such traits make psychopathic individuals more persuasive, allowing such individuals to penetrate deeper into social networks before their more clearly aversive traits (i.e., antagonism, disinhibition) are detected. One study found that boldness exhibited a curvilinear relation with sales performance, such that increases in boldness until –.39 standard deviations were associated with increased sales performance, after which point, boldness was associated with decreased performance (Titze, Blickle, & Wihler, 2017). Although there is little research available on the relation of boldness and persuasiveness per se, there is some research available, particularly within the industrial-organizational psychology literature, linking the main personality correlates of boldness—extraversion and (low) neuroticism (Miller & Lynam, 2012).…”

Section: Boldness and Persuasivenessmentioning

confidence: 99%