Self-other agreement on charismatic leadership: Influence tactics and performance

Researchers have theorized about a link between destructive and charismatic leadership but have left this link rather unspecified. This paper discusses charismatic leadership as an antecedent of abusive supervision. Based on the charismatic leadership process, it specifies five distinct pathways that may lead from charismatic leadership attempts to abusive supervision: Overdramatized charisma with abusive supervision as an unintended consequence, overambitious charisma with abusive supervision as a stress reaction, refused charisma with abusive supervision as a reaction to frustration and provocation, disappointed charisma with abusive supervision as a reaction to threatened self-esteem and negative affect, and abandoned charisma with abusive supervision as a volitional change of influence tactics. This paper aims to introduce these five pathways resulting in theoretical propositions that may inspire future empirical research.

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Email B2B sales negotiation : dynamic use of textual cues as influence tactics

10.32469/10355/63791 ◽

2017 ◽

Author(s):

◽

Sunil Kumar Singh

Keyword(s):

Information Sharing ◽

Unintended Consequences ◽

Influence Tactics ◽

Sales Managers ◽

Verbal Cues ◽

University Of Missouri ◽

Contract Negotiations ◽

And Performance ◽

Underlying Mechanisms ◽

The University

[ACCESS RESTRICTED TO THE UNIVERSITY OF MISSOURI AT AUTHOR'S REQUEST.] In this dissertation, I develop measures for sales influence tactics based on verbal cues and examine their joint effectiveness on sales outcomes - buyer attention and contract award - during email B2B sales negotiations. To test the proposed conceptual framework, I use a field and a controlled setting. In the field study, I collect email data for 43 B2B sales contract negotiations conducted over the course of 2.5 years based on a retrospective, 360-degree capture of emails centered on the lead salespersons and buyers. The email data are augmented with in-depth interviews of sales managers and a survey to collect salespersons' perceptual, demographic and performance information. Results demonstrate that combinations of motivationally synergistic tactics such as promise and assertiveness as well as recommendation and information sharing not only draw buyer's attention but also allow salespersons to win contracts. On the contrary, motivationally distinct tactics, such as promise and information sharing, can have unintended consequences. The study also finds support for buyer's attention role as a mediator between sales influence tactics and contract award. In the controlled setting (100 B2B Buyers/Procurement specialists as respondents), I test the underlying mechanisms (compliance, internalization) for two key influence tactics (promise and recommendation). Results offer support for the promise tactic working through a compliance mechanism. Implications for research and practice are discussed.

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Relationship of Charismatic Leadership of a Coach of an Amateur Tennis Lover with Immersion in Exercise, Satisfaction with Exercise, and Performance

Journal of Sport and Leisure Studies ◽

10.51979/kssls.2009.05.36.1019 ◽

2009 ◽

Vol 36 ◽

pp. 1019-1033

Author(s):

Tae Soo Cho ◽

Sung Ha

Keyword(s):

Charismatic Leadership ◽

And Performance ◽

Relationship Of

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A Quantitative Review of Research on Charismatic Leadership

Psychological Reports ◽

10.2466/pr0.1996.78.1.271 ◽

1996 ◽

Vol 78 (1) ◽

pp. 271-287 ◽

Cited By ~ 155

Author(s):

J. Bryan Fuller ◽

Coleman E. P. Patterson ◽

Kim Hester ◽

Donna Y. Stringer

Keyword(s):

Organizational Context ◽

Meta Analysis ◽

Charismatic Leadership ◽

Classification Theory ◽

Organizational Level ◽

Implicit Leadership ◽

Implicit Leadership Theory ◽

And Performance ◽

Satisfaction With The Leader ◽

The Relationship

This study used meta-analysis to explore the relationship between charismatic leadership and satisfaction with the leader, perceived leader's effectiveness, and performance. To maintain construct consistency Bass' 1985 conceptualization of charisma was used. Results indicate potential moderating effects for two moderators of research design (objective/subjective performance and percept-percept/multisource study design) and for two theoretically predicted moderators (organizational level of focal leader and organizational context). The results are discussed in relation to implicit leadership theory and cognitive classification theory.

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Pengaruh Kepemimpinan Terhadap Disiplin Kerja, Motivasi Kerja Dan Kinerja Perawat Pelaksana Di Ruang Rawat Inap RSJ Menur Surabaya

JMM17: Jurnal Ilmu Ekonomi dan Manajemen ◽

10.30996/jmm17.v1i01.311 ◽

2014 ◽

Vol 1 (01) ◽

Author(s):

Ida Aju Brahmasari

Keyword(s):

Work Motivation ◽

Likert Scale ◽

Target Attainment ◽

Research Instrument ◽

Influence At Work ◽

And Performance ◽

Leadership Influence

Nurse performance define by nurse activity in implementation of authority, duty and its responsibility in order to fundamental duty target attainment of profession and existing of certifiable treatment upbringing. This research is to prove and analyse the leadership influence to work discipline, leadership to work motivation, work discipline to performance, work motivation to performance and leadership influence to performance of nurse who take care of patients at ward of the RSJ Menur Surabaya. This research is performed in ward of the RSJ Menur Surabaya with the responder of nurse as much 76 people. Research instrument by kuesioner and use the Likert scale to collect the data, while analysis constructively program the Smart PLS 2.0. Result of analysis find the existence of significancy relation between leadership and discipline (t statistic: 5,192), leadership and motivation (t statistic: 2,294), and between motivation and performance (t statistic: 4,251). While relation do not signifikan between discipline and performance (t statistic: 1,362) and between leadership and performance (t statistic: 0,209). This research founded that Leadership have influence which are positive and significan to work discipline, Leadership have influence which are positive and signifikan to work motivation, Work Discipline have influence which are positive but do not signifikan to performance, Work Motivation have influence which are positive and signifikan to performance and Leadership have influence which do not signifikan to performance of nurse who take care of patients at ward of the RSJ Menur Surabaya. Among work discipline variable, work motivation, leadership, and performance, founded that leadership have the biggest influence at work discipline, and performance very influenced by work motivation of nurse who take care of patients at ward of the RSJ Menur Surabaya.Key word: leadership, work discipline, work motivation, nurse performance.

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