Purpose – Although sales managers influence to a great extent their salespeople's outcomes, research examining the impact of leadership effectiveness and learning orientation in the sales department is limited. As such, an investigation of the impact of sales managers' learning values and...

Purpose – The purpose of this paper is to show that “common sense” is rooted in genetic and memetic legacies developed early in life and is not so common based on where those legacies were developed. To show that managers who are unable to review and adjust their common sense are not...