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Unveiling the Shadow: Theorizing the Impact of Narcissistic Leadership on Sales Teams

Author

Listed:
  • Jorge Bullemore

    (Facultad de Economía y Negocios, Universidad del Desarrollo, Chile)

Abstract

This study investigates the dual nature of narcissistic leadership within sales teams, revealing its potential to both inspire ambitious goals and undermine team cohesion and performance. By integrating a comprehensive literature review, the research outlines the characteristic behaviors of narcissistic leaders, such as arrogance and a lack of empathy, and their impact on team dynamics, including reduced cohesion, increased conflict, and impaired team performance. The paper proposes strategies to mitigate these negative effects, such as leadership development programs, team-based performance evaluations, and fostering a culture of empathy. It highlights the importance of understanding and addressing the complexities of narcissistic leadership to cultivate healthier, more productive team environments. The findings call for further research into the long-term effects of narcissistic leadership and the development of effective management strategies.

Suggested Citation

  • Jorge Bullemore, 2024. "Unveiling the Shadow: Theorizing the Impact of Narcissistic Leadership on Sales Teams," International Review of Management and Marketing, Econjournals, vol. 14(3), pages 1-4, May.
    • Handle: RePEc:eco:journ3:2024-03-1
    as

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    References listed on IDEAS

    as
    1. Ayman Mahmoud Maaitah, 2018. "The Role of Leadership Style on Turnover Intention," International Review of Management and Marketing, Econjournals, vol. 8(5), pages 24-29.
    2. Ayse Gönül Demirel & Neslihan Yayla, 2022. "A Path Model of Innovative Customer Orientation and Company Performance with the Moderating Influence of Company Training," International Review of Management and Marketing, Econjournals, vol. 12(1), pages 1-10.
    3. Herjanto, Halimin & Franklin, Drew, 2019. "Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons," Australasian marketing journal, Elsevier, vol. 27(2), pages 104-112.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    Sales Teams; Narcissistic Leadership; Organizational Behaviour;
    All these keywords.

    JEL classification:

    • M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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