Leadership Behavior, Satisfaction, and Balanced Scorecard Approach: An Empirical Investigation of the Manager-Employee Relationship of Retail Institutes in Taiwan

Abstract:     
Literature review revealed that sales manager's transformational leadership positively impacts the job satisfaction of sales people, while job satisfaction has significant influence on the sales peoples' work behaviors. The purpose of this research was to examine the relationship between transformational leadership of sales managers and job satisfaction of sales people. The design of this research was a quantitative study. The population in this research was identified as sales people in the consumer product industry of Taiwan, resulting in 123 individual surveys for analysis. The findings supported the hypothesis: there is a positive and statistically significant relationship between the sales managers' transformational leadership and sales associates' job satisfaction. The result identified the predictors of sales managers' transformational leadership on the sales associates' job satisfaction through regression analysis.

Number of Pages in PDF File: 22

working papers series