This study used meta-analysis to investigate the relationship between leadership style and job performance in sales settings. Specifically, the research investigates whether transformational or transactional leadership is more appropriate in creating a high performing sales environment. Results indicate that transformational leadership is positively and significantly related to salesperson’s job performance, whereas the relationship between transactional leadership and job performance is mixed. Also, results suggest that the relationship between transformational leadership and job performance is stronger when subjective, rather than objective, measures of job performance are used.
Mulki, Jay; Jaramillo, Fernando; and Locander, William
"Transform or Transact? Which Leader Gets Better Results? A Meta - Analysis,"
Journal of Business & Leadership: Research, Practice, and Teaching (2005-2012): Vol. 1
, Article 11.
Available at: https://scholars.fhsu.edu/jbl/vol1/iss1/11