Autocratic Leadership among Managers and Its Impact on Salespersons Behavior in India’s Pharmaceutical Industry

Abstract

If any organization wants to be globally recognized leadership plays an important role. This chapter deals with the leadership failure in creating good salesperson behavior in India’s pharmaceutical industry. There are four types of salesperson’s behavior: selling orientation, customer orientation, adaptive selling, and unethical selling. Selling oriented and unethical selling behaviors negatively impact customer trust and customer value, while customer orientation and adaptive are more positive. This chapter explores how senior managers can create good organization culture and organization climate by creating positive sales behavior. This chapter will be an eye opener to many first-line managers for helping their salespersons to practice customer orientation and adaptive selling behavior.

Citation

Arun, G. and Manoj Krishnan, C.G. (2021), "Autocratic Leadership among Managers and Its Impact on Salespersons Behavior in India’s Pharmaceutical Industry", Morris, L.R. and Edmonds, W.M. (Ed.) When Leadership Fails: Individual, Group and Organizational Lessons from the Worst Workplace Experiences, Emerald Publishing Limited, Leeds, pp. 81-90. https://doi.org/10.1108/978-1-80043-766-120211008