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- W1579355835 abstract "Purpose – The purpose of this paper is to identify the impact of transformational leadership behavior of salespersons on the level of customers' trust and customers' relationship commitment with the salespersons in the Sri Lankan corporate banking sector.Design/methodology/approach – Based on the literature, it was hypothesized that idealized influence behavior and individualized considerate behavior of salespersons positively affect customers' trust and customers' relationship commitment. A survey was undertaken among 47 sales persons in the Sri Lankan corporate banking sector, and the regression analysis was performed to test hypotheses.Findings – It was found that idealized influence behavior of salespersons positively influences customer trust, which, together with individualized consideration of salespersons, in turn influences customer commitment. It was also found that the joint effect of both customers' trust and individualized considerate behavior of the salesperson is greater than each alone on ..." @default.
- W1579355835 created "2016-06-24" @default.
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- W1579355835 date "2006-12-01" @default.
- W1579355835 modified "2023-09-23" @default.
- W1579355835 title "The impact of salesperson transformational leadership behavior on customer relationship marketing behavior" @default.
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- W1579355835 doi "https://doi.org/10.1108/02652320610712085" @default.
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