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Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring

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journal contribution
posted on 27.06.2017, 10:22 by Milena Micevski, Selma Kadic-Maglajlic, Sourindra Banerjee, John CadoganJohn Cadogan, Nick Lee
Empirical research has largely neglected to investigate the issue of sales manager's problem resolution styles in handling conflicts. Building on the qualitative work of Lee and Cadogan (2009), we investigate how sales manager's problem resolution styles, as reflected in both caring and aggressive interpersonal interactions with their salespeople, impact important sales force outcomes. The results show that depending on the level of caring that manager exhibits during the problem resolution process, the curvilinear effects of aggressiveness on salespeople emotional exhaustion and sportsmanship are dramatically altered. Our findings are interesting, and suggest that the almost wholly negative picture painted in current academic literature regarding aggressive managerial style is at least somewhat simplistic, and perhaps rather overstated. Therefore aggressiveness and caring further should be considered together, rather than separately.



  • Business and Economics


  • Business

Published in

Journal of Business Research


MICEVSKI, M. ...et al., 2018. Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring. Journal of Business Research, 80, pp. 266-276.


© Elsevier


AM (Accepted Manuscript)

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This work is made available according to the conditions of the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International (CC BY-NC-ND 4.0) licence. Full details of this licence are available at: https://creativecommons.org/licenses/by-nc-nd/4.0/

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This paper was accepted for publication in the journal Journal of Business Research and the definitive published version is available at https://doi.org/10.1016/j.jbusres.2017.05.018