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Indiana University Bloomington

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Explore Business Horizons, the Kelley School's
bimonthly journal publishing original articles of interest to business academicians and practitioners. Marc J. Dollinger, professor of business administration, serves as editor-in-chief.

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Journal Articles

New Directions for Sales Leadership Research

2005, Journal of Personal Selling & Sales Management

Thomas N. Ingram, Raymond W. LaForge, William B. Locander, Scott B. MacKenzie, Philip M. Podsakoff

Abstract

The changing environment facing sales organizations is characterized by the dimensions of complexity, collaboration, and accountability. Responding effectively to this dynamic environment requires a focus on specific leadership activities by senior sales leaders, field sales managers, and salespeople. A sales leadership framework is presented and used to identify and discuss specific leadership challenges and important research questions at different sales organization levels. Several new directions for sales leadership research are proposed to improve sales leadership thought and practice.

Citation

Ingram, Thomas N., Raymond W. LaForge, William B. Locander, Scott B. MacKenzie, and Philip M. Podsakoff (2005), “New Directions for Sales Leadership Research,” Journal of Personal Selling & Sales Management, Vol. 25, No. 2, pp. 137-154.