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Publications (5)
This study uses social network analysis to examine distributed leadership in work teams. We used sociometric data from 28 field-based sales teams to investigate how the network structure of leadership perceptions considered at the team level of analysis was related to team performance. We failed to find support for the idea that the more leadership...
Understanding the similarities and differences between the research priorities of academics and those of practitioners may create opportunities for mutually beneficial collaboration. We used a three-phase process to tap industry forward thinkers to identify 40 research topics of import to practitioners in the financial services industry. These topi...
This paper uses data from the sales division of a financial services firm to investigate how a leader's centrality in external and internal social networks is related to the objective performance of the leader's group, and to the leader's personal reputation for leadership among subordinates, peers, and supervisors. External social network ties wer...
Drawing on existing work in cognitive structures, schema theory, attribution research, subjective construal, and cognitive models of persuasion, this research develops an Advertising Tactic Detection and Evaluation Model showing four alternative persuasive processes mediated by persuasion knowledge. The model predicts that unexpected advertising ta...
