The Relationship of Sales Supervisor’s Situational Leadership Style and Salesperson’s Performance

Abstract

The purpose of this research was to study the primary leadership style and situational leadership style adaptability of sales supervisor and the relationship of the primary leadership style, leadership style adaptability of sales supervisor and salesperson’s performance. The data was collected from 395 salespeople of DKSH (Thailand) Ltd. The questionnaires were sent to salespeople regarding to sales supervisor’s leadership style and leadership style adaptability as perceived by salesperson, and salesperson’s performance. The finding revealed that the “selling” style of high task high relationship was the primary leadership style of the majority of sales supervisors according to the perception of salespeople. They all agreed that sales supervisors had low to moderate degrees of leadership style adaptability. There was significant relationship between primary leadership style, leadership style adaptability of sales supervisor and salesperson’s performance.