Taken Together, the Ohio State and University of Michigan Studies

Taken together, the Ohio State and University of Michigan studies suggest that four leadership styles may be effective for sales managers in varying situations. Specifically, a highly considerate/employee oriented and low structured/production oriented leadership style is appropriate if the sales force consists of highly motivated individuals who are dedicated to the task at hand but require social support from superiors. This leadership style may be effective in influencing and managing experienced, high-performing salespeople who tend to compete with one another.