Follow the Leader

Jolson, Marvin A.; Dubinsky, Alan J.; Comer, Lucette B.; Yammarino, Francis J.
January 1997
Marketing Management;Winter97, Vol. 5 Issue 4, p38
Women are slowly breaking into industrial sales management, but the good ol' boy network still exists so a leadership style can make or break a female manager. This article explores leader/subordinate roles and the types of management styles preferred by both groups. Must women act like men to win their respect? Do gender and other factors moderate responsiveness to particular styles? Should managers -- both male and female -- adopt their leadership style to different genders? Read on. INSETS: Sex-role, identity.;EXECUTIVE BRIEFING;Additional Reading.


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