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Erschienen in:
2016 | OriginalPaper | Buchkapitel
An Initial Assessment of Measurement Invariance in Sales Force Coaching: Comparing the French and Spanish Versions of Ellinger’s Coaching Measure
verfasst von : Claudio Pousa
Erschienen in: Celebrating America’s Pastimes: Baseball, Hot Dogs, Apple Pie and Marketing?
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Abstract
Coaching is an essential attribute of effective managers and leaders (Ellinger et al. 2008; Hamlin et al. 2006) particularly in sales environments (Deeter-Schmelz et al. 2002, 2008), and it is becoming progressively more important for managerial practice and research (Grant 2011; Pousa 2012). In the sales literature, scholars have proposed that research must shift from traditional approaches to new, collaborative ones, like coaching (Dixon and Tanner 2012; Ingram 2004; Ingram et al. 2002, 2005; Pousa and Mathieu 2014c).