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Leadership Behavior and Organizational Commitment: A Comparative Study of American and Indian Salespersons

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Abstract

Many studies have examined the impact of leadership behaviors on salespersons' organizational commitment. Unfortunately, little is known about how leadership behaviors impact salespersons' organizational commitment in countries other than the United States. The lack of research is problematic given that many firms today operate globally. This study fills the gap and presents a framework for understanding the role of culture on relationships between leadership behaviors and organizational commitment.

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Authors and Affiliations

  1. Iowa State University,

    Sanjeev Agarwal & Thomas E. Decarlo

  2. M.A.R.C. Group,

    Shyam B. Vyas

Authors
  1. Sanjeev Agarwal
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  2. Thomas E. Decarlo
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  3. Shyam B. Vyas
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Additional information

*Sanjeev Agarwal (Ph.D., Ohio State University) is Associate Professor in the Department of Marketing, Iowa State University, Ames, IA 50011. He has previously published in Journal of Consumer Research, Journal of International Marketing, International Marketing Review, Industrial Marketing Management, Journal of International Business Studies, Journal of the Academy of Marketing Science and Journal of Personal Selling and Sales Management.

**Thomas E. DeCarlo (Ph.D. University of Georgia) is Associate Professor of Marketing, Iowa State University, Ames, IA 50011. He has previously published in the Journal of Marketing, Journal of Personal Selling and Sales Management, Industrial Marketing Management, Journal of Services Marketing and others.

***Shyam B. Vyas (M.B.A. Western Illinois University) is President of the M.A.R.C. Group, a marketing, advertising, and research consulting organization in New Delhi, India. He has previously published in Journal of Asia-Pacific Business.

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Agarwal, S., Decarlo, T. & Vyas, S. Leadership Behavior and Organizational Commitment: A Comparative Study of American and Indian Salespersons. J Int Bus Stud 30, 727–743 (1999). https://doi.org/10.1057/palgrave.jibs.8490836

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  • DOI: https://doi.org/10.1057/palgrave.jibs.8490836

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