جستجوی مقالات مرتبط با کلیدواژه « سبک های رهبری نوظهور » در نشریات گروه « مدیریت »

Today, the discussion of adopting an appropriate leadership style and its tremendous effects on the performance of public and private organizations and companies is clearly evident. Recently, new leadership styles have been proposed that can be very effective in implementing strategies and pursuing organizational goals. Therefore, the purpose of this study was to investigate the effects of emerging leadership styles on sales force performance, with the mediating role of satisfaction and trust in the sales manager. The statistical population included the sellers of chain stores (Kourosh, Refah, Hyperstar, Shahrvand, and Janbo) in Tehran. Due to the unlimited population, the sample size was 384 people. To measure the variables, the standard questionnaires of servant leadership style (Liden et al., 2008), patriarchal leadership style (Chen et al., 2014), genuine leadership style (Luu, 2019), customer-oriented behavior (Goad & Jaramillo, 2014), satisfaction with sales manager (Jay et al., 2014), and trust in sales manager and sales force performance (Charles & Schwepker, 2019) were used. The questionnaires were distributed and collected randomly among sellers of selected chain stores. The validity of the questionnaires was confirmed using structural validity, diagnostic validity, and convergent validity. To evaluate the reliability of the questionnaires, Cronbach's alpha coefficient was used. The reliability for all research variables was more than 0.7 and it can be said that the questionnaires had good reliability. The research model was tested based on the structural equation method using LISREL software. The results of the study showed that among the leadership styles, only the original leadership style has a significant positive effect on satisfaction (β = 3.95, t = 3.37) and trust in the sales manager (β = 0.20, t = 5.8). Servant leadership style on satisfaction (β = 1.13 t = 1.1), trust in sales manager (β = -0.77, t = 0.77), patriarchal leadership style on satisfaction (-0.76, t = -0.13), and trust in the sales manager (-0.77, t = β -0.13) have no effect. Satisfaction with the sales manager has a significant negative effect on customer-oriented behavior (β = -2.97, t = -0.27). Trust in sales managers has a significant positive effect on customer-oriented behavior (β = 0.52, t = 11.53). Finally, the significant positive effect of customer-oriented behavior on sales force performance (β = 0.92, t = 17.13) was confirmed.