P
Philip M. Podsakoff
Researcher at University of Florida
Publications - 100
Citations - 122236
Philip M. Podsakoff is an academic researcher from University of Florida. The author has contributed to research in topics: Organizational citizenship behavior & Organizational behavior. The author has an hindex of 64, co-authored 99 publications receiving 102887 citations. Previous affiliations of Philip M. Podsakoff include Pennsylvania State University & Indiana University.
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Journal ArticleDOI
New Directions in Sales Leadership Research
Thomas N. Ingram,Raymond W. LaForge,William B. Locander,Scott B. MacKenzie,Philip M. Podsakoff +4 more
TL;DR: In this paper, a sales leadership framework is presented and used to identify and discuss specific leadership challenges and important research questions at different sales organization levels, and several new directions for sales leadership research are proposed to improve sales leadership thought and practice.
Journal ArticleDOI
An examination of substitutes for leadership within a levels-of-analysis framework
TL;DR: The authors examined the relative impact of individual-level and group-level effects of several leader behaviors and substitutes for leadership on employee attitudes, role perceptions, and "inrole" and "extra-role" performance.
Posted Content
The Role of Consensus in Sales Team Performance
TL;DR: The authors found that high team consensus of team-level leader empowerment behaviors (LEBs) and team interpersonal climate quality enhances team potency given high LEBs, but weak teams potency given low LEBs.
Posted Content
Moderating Effects of Goal Acceptance on the Relationship between Group Cohesiveness and Productivity
TL;DR: In this article, the authors examined whether leaders who foster group goal acceptance actually do enhance the relationship between group cohesiveness and group productivity, and the extent to which leaders fostered the acceptance of group goals was found to moderate the relationships between group cohesion and quantitative measures of group productivity.
Journal ArticleDOI
The Role of Consensus in Sales Team Performance
TL;DR: This paper found that high team consensus regarding team-level leadership empowerment behaviors (LEBs) and team interpersonal climate quality enhances team potency but weakens team potency given low LEBs, and that team potency translates into sales team performance through both extra role (team helping behavior) and in-role (team effort) behavior.