Ahearne, Michael; MacKenzie, Scott B.; Podsakoff, Philip M. - 2014
plays a critical role in boosting sales team effectiveness. Using survey and archival data from a sample of 185 … pharmaceutical sales teams, we found that high team consensus of team-level leader empowerment behaviors (LEBs) and team … translates into sales team performance through both team extra-role (helping behavior) and in-role behavior (team effort …