Browse Archives by Author: Nowlin, Edward L.
Improving Sales Performance with Manager Likeability
Edward L. Nowlin, PhD, Doug Walker, PhD, and Nwamaka A. Anaza, PhD
Is it important for salespeople to like their managers? Research has established that people will do things for people they like, but does this have an impact on a firm’s sales performance? In this research, we examine several steps and practices that can increase your likeability as a manager, which can be a powerful driver of organizational sales performance