Dixon, Andrea L.; Gassenheimer, Jule B.; Barr, Terri Feldman
June 2003
Journal of Personal Selling & Sales Management;Summer2003, Vol. 23 Issue 3, p205
Academic Journal
Increased use of sales teams reduces salespeople's latitude to operate as "lone wolves." A lone wolf prefers to work alone when making decisions and setting goals, has little patience for group process, sees others as less effective, and seldom values others' ideas. Research investigating lone wolves suggests they lack organizational commitment. However, no current scale exists for identifying lone wolves. Using sales representatives and student samples, we validate a lone wolf scale and demonstrate how lone wolves differ from autonomous individuals. Having good psychometric properties, the scale is useful to practitioners for assessing representatives for sales team contexts.


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