Sales managers in organizations with outcome-based control generally engage in heavy doses of both transactional and transformational leadership.

Question

Quizplus · Accepted Answer

Outcome-based control focuses on results rather than processes, so sales managers tend to engage in more transactional leadership (rewarding and punishing based on performance) and less transformational leadership (inspiring and motivating followers).

Sales Managers in Organizations with Outcome-Based Control Generally Engage in Heavy